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Glossary
Glossary

Sales Incentive

A sales incentive aims to encourage specific sales actions through recognition or reward. It can involve an internal sales force or a network of partners. The mechanism must focus on actions that participants can influence and whose quality can be verified.

Coup de Poing editorial team2 min
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A concrete example

A campaign encourages salespeople to present a new product line. The rule rewards a verifiable action or result within a specified timeframe.

A point to consider

Raw volume can favor salespeople with the largest portfolios. Compare similar potentials or use progression.

Combine volume, quality, and action capacity

For each rewarded action, define proof and quality control: confirmed sale, complete file, or knowledge actually acquired. Verify that participants have the means to act. A stock shortage or a territory with no available potential can make an objective unattainable. Also, track cancellations and complaints to identify any undesirable effects of the system.

Questions to ask your team

  • Does the participant truly understand the expected outcome?
  • What metric will prevent rewarding volume without quality?

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Glossary 2 min

Sales Challenge

A sales challenge is a time-limited operation built around objectives and comparison rules. Results can be individual or collective. Fairness depends in particular on the potential, territory, history, and availability of participants, and not just on the simplicity of the ranking.

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Glossary 2 min

Gamification

Gamification uses game-based progression, challenge, and recognition mechanisms in a different context. In a programme, it should help users understand an action or perceive progress. Adding badges or leaderboards does not guarantee lasting engagement or improved results.

Understand and apply
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