Incentive Travel Cuts Take the Wind Out of Your Sales
Posted by Jason McCallum on Fri, Jan 08, 2010 @ 10:31 AM
The results of a recent survey a joint effort by the Incentive Research Foundation and Corporate Meetings & Incentives revealed that the first year a company cuts the standard of it's incentive trip there is a direct effect on morale, sales, and top performer retention.
Let's say that you have a powerful sail boat the S.S.(Smooth Selling) Juggernaut. All the crew is happy, they are attending to the sails making sure they catch the proper wind and point of sail to push many knots ahead. The comradery on board is electric and all the crew is working towards the same goal and takes great pride in the ship. This is your top crew and they never let you down.
Suddenly you see a storm brewing in the distance, your first reaction might be to tell the crew to bare poles which in sailing terminology means to take down all sails in case of a violent storm. But your crew takes pride in sailing and likes to adjust it's direction and find a creative way to steer the ship to calmer waters.
During this economic downturn your top performers have been making adjustments to still hit their numbers and drive the proper wind into your sales. When cuts and more cuts are made to incentive travel programs morale and sales motivation decreases and the program has a more difficult time producing the desired goals. Remember your top performers like full sails and if they are not rewarded in the standard they are accustomed to they might just jump ship.