Sales Reward Preferences Research Survey

Status: Research Complete
Results: Results Published!

DOWNLOAD THE SURVEY RESULTS HERE

Research Objectives: The research is designed to uncover how multigenerational values, needs and preferences impact sales performance.  The hypothesis is that the desired rewards will vary by generation and that these are essential to success for all B-to-B companies.

Background: The generational makeup (GenerationalDNA) of the global workforce has changed significantly in the last 10 years. Today, more generations work together in single workplaces, and they have greater disparities than ever before. The workforce GenerationalDNA will continue to have dramatic shifts in age over the next 5-10 years.  There is a new generation entering the workforce, and the experienced generation is leaving to pursue retirement and other employment that suits their lifestyles.  

Companies must understand the issues, drivers and desires for each generation to effectively motivate them. This is especially true for motivating sales employees to excel and meet or exceed quota/performance goals.  Sales leaders need to take any significant multigenerational preferences into account in the design and delivery of compensation and rewards for sales excellence.  For example, a VP Sales (“Traditional” generation) in a major technology company purchased Super Bowl Tickets as an incentive option for her high-performers. Unfortunately, her Generation X high performers did not choose the tickets, and instead took cash offered. The tickets had to be sold for a significant loss. Obviously, the “carrot” of Super Bowl Tickets had no influence on their performance indicating a GenerationalDNA disconnect.

This research study is important for all salesforces in the B-to-B marketplace and the results should provide insights into how to adapt traditional sales compensation and incentive programs to meet the needs of the various generations. To date, the sales compensations methodologies have not been examined under the multigenerational lens.

DOWNLOAD THE SURVEY RESULTS HERE

Buyer Preferences Research Survey
Status: Research to Launch Summer 2009

PARTICIPATE IN THE SURVEY HERE

Research Objectives: The research is designed to uncover how multigenerational values, needs and preferences impact sales effectiveness, the weighting of purchase criteria by generation, and how common myths are transferred across generations (i.e., buyer loyalty).