What are customer incentive programs? Incentive programs are designed to drive growth through channel partners like wholesalers and distributors by using target-based rewards.
Rather than rewarding every sale, these programs only trigger rewards once a key performance target is met, giving your business greater control, reducing financial exposure, and delivering results where they matter most.
Designing a successful customer incentive program isn’t easy. It takes clear strategy, smart financial modelling, and fast, momentum-building execution to cut through.
Add in multiple stakeholders, lengthy approval processes, and risk-averse decision-making, and it’s no wonder many programs stall before they even start.
One unwelcome by-product of this intensive stakeholder management is decision making by committee. The impossible task of keeping everyone happy can lead to a fear of messing up (FOMU) mentality with your peers that is often more potent than the fear of missing out (FOMO) on truly meaningful sales growth.
At 212F, we’ve been building and running B2B sales incentive programs across Australia and New Zealand for nearly 30 years. We know what works, and more importantly, what doesn’t.
To help you plan, pitch, and execute with confidence, we’ve pulled together a range of practical sales incentive guides and solutions. These tools are built to help your business drive real behavioural change, motivate your sales teams and channel partners, and get results fast.
Ready to combat your FOMU and rein in your FOMO? Check out our library of assets below to help guide your decision-making process, generate new incentive ideas and equip you and your team with the tools to launch your sales incentive program with impact!
Feeling inspired and want to know more? Our team of incentive experts are here to help you turn ideas into action. Whether you’re building your first sales incentive program or refining an existing one, we can work with you to tailor a solution that fits your goals, channels, and culture.
A sales incentive program is a time-sensitive program with a definitive goal for both the customer and the business. The goal is usually related to dollars earned or spent. These programs reward customers for additional spending on top of their baseline spend, and can be tailored to solve business pain points including price protection, strengthening brand relationships, empowering sales teams and boosting customer engagement.
Generally, a sales incentive program should only run for a set period. We’d recommend a 9-12 month window, which ensures that the target stays in mind for participants, but doesn’t overstay its welcome. If you’re looking for a longer, always-on program, you may be in the market for a loyalty program.
A sales incentive program can be tailored to solve any specific business pain point, but it is most effective when focused on a specific result. It’s important to first determine what your business is looking to solve, rather than decide on the program and work backwards.
Got questions about B2B incentive & loyalty programs, reward options or travel incentive & events ideas?
No question is too big or too small. We’d love to help you, whether that’s a potential B2B loyalty program design or a delivery of an engaging reward option. Give us a call or fill out the form below and we’ll be in touch soon.
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