Sales Rewards Preferences by Generation
New research on varying sales rewards preferences by generation released July 2009

Back to the future:  Hiring, Retaining, and Motivating Multiple Generations of Sales Staff

In tough economic times it is risky to try and remix sales compensation. This research study set out to identify the rewards that most effectively motivate all generations of sales staff to meet and exceed goals.  Also, the study tested popular prescriptions from the literature about what motivates generations to see if these apply to sales.  Getting this key component right helps in hiring and retaining key sales performers.

The study aimed to:

1. Arm Sales management with the specific knowledge they need to design effective sales compensation and reward plans that motivate all generations in their sales force;
2. Detail distinct profiles for each generation in sales, which will help sales operations improve hiring and job design; and
3. Provide best practices and recommendations that sales organizations can act on now.