Incentive - February 2009 - (Page 44)

AWARDS Success in Small Steps By Alex Palmer Using merchandise incentives can bring goals into clearer focus for employees T he challenges many salespeople are facing these days can seem daunting, as many look at the numbers they are expected to reach and ask, “Where do I even begin?” Executives and incentive planners are finding that in the face of a difficult economic climate, reframing sales goals into smaller “chunks” can be a helpful way to boost morale and performance. And incentive merchandise can serve as a crucial part of that. At the global technology and telecom firm WBS Connect, based in Denver, Colo., sales staff are being affected by the recession. “The economy is taking a toll on the overall psyche of the sales population,” says Mike Hollander, managing partner of WBS. He says the company’s products and services remain in demand, but even if the situation at the company continues to be stable, the big picture still hurts morale. “Our employees read about it daily. Their moms, their brothers, their sisters, their wives—someone’s losing their job, or losing their 401(k).” To help keep sales and morale up, WBS has been promoting sales contests within the company, giving away awards like a Vizio HD television, 44 | Incentive | February 2009 | incentivemag.com http://www.incentivemag.com

Table of Contents for the Digital Edition of Incentive - February 2009

Incentive - February 2009
Contents
Editor's Note
Headlines
The Incentive Survival Guide to 2009
Strategies: Nature vs. Nurture
Strategies: Thank God for the Recession
Research: Industry Trends 2009
Travel News: Where To Go and What To Do
Travel Strategies: Make It Work
Las Vegas: Changing Fortunes
Potentials Here and Now
Merchandise Strategies: Success in Small Steps
The Economy's Down; You Don't Have to Be
Gift Cards Strategies: Flexibility Is the Word
Advertiser Index
On the Web

Incentive - February 2009