Old-school recognition hurting sales?

Traditional reward and recognition programs might not be needing the needs of sales staff: study
|Canadian HR Reporter|Last Updated: 05/20/2004


n a tough economic climate, traditional reward and recognition programs might not be effective when it comes to increasing the performance of sales staff, according to a new study. While the vast majority of salespeople receive incentives, less than two-thirds said it impacted their behaviour.

The Canadian Professional Sales Association’s survey of 417 members focused on the type of incentive programs salespeople and managers are offered, and then looked at other reward programs offered in organizations.