When brainstorming sales incentives to motivate employees, team incentives usually pop up. But typically the topic is followed by questions related to the effectiveness of these incentives. Some stakeholders may question if team incentives drive desired behaviors and business outcomes. During these discussions, some leaders state “yes – absolutely they work”, others argue “no – not at all” and then there are those in between. Well, the answer depends on a few things. But below are 3 that should be considered – culture, sales process and sales management.
