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Rewarding the Troops

Chart depicting the percentage of companies using various sales rewards.
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Does money speak louder than words? Cash is a popular motivator among companies large and small, but so are awards, which can range from plaques to mention in the company newsletter. The very largest corporations are more likely to sponsor trips and ongoing programs such as "Top Salesperson of the Month" or "President's Circle." One surprise: few companies make use of rewards in the Other category, which includes such things as tickets to a game or membership in a health club.

Percentage of companies using . . . with sales of . . .less than $5 mil. $5 mil. - $25 mil. $25 mil. - $100 mil. $100 mil. - $250 mil. more than $250 mil.
Trips 32% 31% 42% 70% 73%
Cash 79 70 64 70 64
Awards 61 54 78 74 91
Programs 24 17 31 35 46
Other 3 7 6 0 5

Source: "Twenty-sixth Survey of Sales Force Compensation," The Dartnell Corp., Chicago, 1990.

Last updated: Oct 1, 1991




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