Salespeople like clarity, praise, and encouragement. For them to be a part of an organization’s DNA, target achievement data in nestled incentive plans will need to be utilized effectively. This way, sales teams are able to see their work in real-time and compare what they’re doing every day against the bigger company objectives.

Nestled Incentive Plans: A Primer

Nestled incentive programs are set up with hierarchical objectives, where individual targets support team or organization goals. Through this multi-level model, all sales people know their own place in the bigger picture. When companies include metrics for success at a particular target in these plans, they can offer transparent, actionable data on achievement and profit.

Enhancing Visibility with Real-Time Insights

Sales people work in high pressure environments, so performance tracking is important in real time. A CRM integrated with an incentive platform, for instance, will have dashboards showing:

Personal Progress: Instantly received information about how far along a salesperson is with his goal. For example, a rep who hits 60% of their monthly quota will be instantly able to see how many deals or dollars he/she needs to close before he or she hits 100%.

Team Rankings:

Graphical representation of where they compare to other teams. An achievement bar might show the best ones, pushing others up the ladder.

Earnings Potential:

Easy to see the numbers of incentives recieved so far and estimated performance levels. An example is a salesperson can see closing one more deal will bring him or her 10% extra.

Driving Engagement with Target Milestones

Companies can even increase the level of participation by bringing in milestone rewards. For instance:

Example 1: If a salesperson is 75% of their goal, he/she might receive a mid-tier bonus like a gift card or a “shout-out” at team meetings.

Example 2: At the 90% mark you will get your hands on some premium prizes like high end electronics, vacation tickets or mentoring.

Example 3: if teams achieve 100% on their goal together they may earn a collective reward of a team trip, holiday gift or a higher team budget for team activity.

Bridging the Feedback Gap
Measures of target success provide information for positive feedback, too. Managers can use the data to coach individually. If, for instance, a salesperson is omnipresent at closing but abysmal at prospecting, their manager may suggest specialized training or tools to fill the gap.

Encouraging Forward Momentum

Another effective strategy is gamification. Business can setup tasks, like “Longest deals closed in a week” or “Better chance of hitting 50% target,” and offer badges, certificates or small tokens. So, for instance, a salesperson that gets the “Rising Star” badge can be motivated to try for the “Top Performer” badge next month.

By using achievement data from targets within nestled incentive plans, companies don’t just gain visibility into sales teams, they create accountability and drive. Dashboards, gamification, and milestone rewards enable salespeople to stay in synch with incentive plans and deliver long-term performance and business.