Incentive - May 2009 - (Page 10)

COVER STORY Forging By Andrea Doyle It uses the trips as a recruitment tool. The company even ran full-page ads in The Wall Street Journal, The New York Times, and USA Today featuring photos of past incentive trips to recruit new salespeople. Hughes credits these sales incentive trips for helping retain all but one of the company’s 200 best sales performers over the last tenuous 24 months. Incentive travel helps attract and retain the best people, he says. “These sales incentive programs are a big part of our motivation, retention and training. They are just a great way to keep our salesforce engaged even in this tough time,” explains Hughes. “They are a valuable tool to keep our salesforce motivated, working hard and firing on all cylinders.” An African safari…a Russian cruise…sun and fun on Bora Bora…the Seychelles Islands… Hughes calls these “aspiration trips.” In 2008, winners traveled to the islands of Tahiti, Moorea and Bora Bora in French Polynesia; in 2007 it was a Baltic cruise aboard a Regent ship from Copenhagen to Russia with stops in Visby on the Swedish island of Gotland, Tallin, St. Petersburg, Helsinki and Stockholm; and in 2006 it was South Africa. “These salespeople have exceeded their quotas by two to three times and in turn get a trip they will remember forever,” says Hughes. “Everyone A IG…Wells Fargo… Primerica… We’ve all heard about the meetings, conferences and incentives that have been cancelled or downsized, but there are hundreds that have gone ahead to much success, realizing that when times are tough, senior leaders need to be seen and heard by the troops who are looking for direction and vision. Here are the stories of three companies that haven’t let the down economy or the fear of public misperception stop them from doing what’s right for their organizations. Profiles of three incentive and recognition programs companies felt were too important to cancel Computer Associates’ Aspiration Trips Despite fear of media backlash, many companies are going ahead with their incentive trips, realizing what an effective business tool they are. Four-billion-dollar CA, the world’s leading independent IT management software company, is ready to say, “G’Day Mate,” as its best 300 salespeople head to top resorts in New Zealand and Australia for six days during its 29th consecutive incentive trip in May. CA believes in putting this program in the spotlight. “We keep the trip highly visible. It is the most sought-after honor among our salespeople around the world,” explains Bill Hughes, an executive at the Islandia, N.Y.-based firm. 10 | Incentive | May 2009 | incentivemag.com http://www.incentivemag.com

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

Incentive - May 2009
Contents
Editor’s Note
Headlines
Cover Story
Interview
Incentive House Roundtable
Incentive Strategies
Primer
Travel News
Up and Coming Destinations
Florida Beaches
Marvelous Mexico
Potentials
Apparel
Size and Style Matter in Luggage, Leather
Dining Gift Cards
Gift Cards Aid Archdiocese’s Wellness

Incentive - May 2009