The Best Sales Incentive Destination is…

One of the most effective ways to inspire sales professionals to perform to the best of their abilities and supercharge the bottom line of their employing company is to effectively incentivize them. While monetary compensation, perks, bonuses and gifts are valuable incentive tools, the power of experiential travel incentives is unmatched.

Elite salespeople are often rewarded for their victories in sales incentive programs by receiving trips that are typically called “Summit Club” or “President’s Club” and send them to destinations around the world for a vacation.

The destination choice for participants is extremely critical to the success of the program. While a trip to South Africa will be sufficiently enticing to most, it may not be realistic financially. On the converse, a trip within a four hour drive of your office may be low cost and easy to plan, but few will strive to win.

Incentive travel planners are tasked with the challenge of maximizing destination appeal and minimizing cost to achieve the greatest incremental performance increase for the lowest cost to optimize return on investment (ROI).

A recent study surveyed sales professionals in an attempt to determine what destination they preferred for sales incentive trips and found the following:

Ranking of Destination Preference

  1. Hawaii
  2. Caribbean (Jamaica, Bahamas)
  3. Machu Picchu
  4. Mountain Resort (Aspen, Vail)
  5. Florida Beach (Pensacola, Miami)
  6. Las Vegas
  7. New York
  8. Disney Theme Park

How The Trips Were Earned

Landing in the top 10% for overall sales quota is the most common way for survey respondents to ensure a spot on a trip.  Other common benchmark goals for winners were achieving 100% to 125% of quota in a specified sales period.  If you are designing a program, these might be appropriate program rules to utilize.

Did the Trip Increase Motivation?

73% of respondents either responded “strongly agree” or “moderately agree” when asked if the trip influenced their motivation to work hard. The most common response was “strongly agree” which is quite encouraging data if you are looking to prove the value of these programs to senior management.

Did the Trip Increase Job Satisfaction?

76% agreed that club incentives influenced their job satisfaction. Those satisfied with their job tend to exhibit higher rates of performance, productivity, efficiency and loyalty.

Did the Trip Influence Job Performance?

77% agreed that club incentives influenced job performance. The incremental sales gains yielding from three quarters of your sales force’s increased efforts can provide quite impressive ROI.

What is the Typical Size of Companies Offering Travel Incentives?

78% of companies with 251-1000 employees and 60% of all companies utilized travel incentives for their sales team. If your company has 251-1000 employees and is not offering travel incentives, you may be putting your organization at a disadvantage.

Suggested Reading:

Why Travel Incentives? Beyond the Research” – JNR Travel Planner Vicki Kern uses her 17 years of experience in the industry to explain why travel is such a strong motivator for salespeople.

Peru: A Dynamic and Dramatic Incentive Reward Destination” – JNR Director of Planning Matt Kisser lends his 20+ years in the business to give you insight on how to do an incentive trip to Machu Picchu in style.

By JNR Incorporated

Written by Kristopher Hewkin

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JNR Incorporated is a results-based, globally recognized leader that specializes in creating custom travel, meeting, event, prepaid card and merchandise programs that motivate, engage and inspire the employees, customers and channel members of our clients. We have over 30 years of experience working with Fortune 500 companies of many diverse industries. Our programs are tailored to fit the specific needs of marketing, sales, management and human resource professionals. The unique solutions we apply are measurable and proven to increase performance, loyalty and revenues.

Peruvian Spotlight: Inti Raymi Peruvian Festival of the Sun

With Peru and in particular Machu Picchu still fresh in our minds, JNR now takes you to the dynamic and glorious Inti Raymi or the Festival of the Sun, which is celebrated in Cusco, Peru each year on June 24. This festival coincides with their Winter Solstice, when the sun is farthest away from the earth, and is a time to worship the Sun God, Inti, who is the main deity of the Incan Empire religion, and his wife Pachmama, who is prayed to for a successful and fertile harvest season.

Today, the festival is a reenactment of the customary celebration and includes traditions that date back 500 years. The celebrations take part at the dramatic stone ruins of Sacsayhuamán and can last up to five hours. Each year, one lucky actor is selected to play Sapa Inca, the emperor, who delivers a thrilling performance that highlights the eternal sanctification of the bond between the Sun and humans. A mock llama is sacrificed, his head held high to Pachmama and the future is read from its faux blood.

As the sun sets, bonfires are set for the first time that day and the procession then winds through the town of Cusco where the streets are filled with lively people dancing and singing in vibrant clothing. Priests and other participants dress in three main costumes: the snake which symbolizes the underworld, the puma which represents life on earth and the condor which represents the heavenly world of the gods. You will also see women sweeping away evil spirits and streets covered in beautiful flowers and petals.

It is customary to drink and toast with chichi, a fermented beverage most commonly derived from maize, throughout the festival, and Sank’u, the Andean people’s main meal, should be tried – both can be bought from food and beverage vendors at most venues.

Quechua is the traditional language of the Incas and can be heard throughout this ceremony which more than 64,000 people celebrate annually.

Why not plan to visit the festival before traveling to the breathtaking city of Machu Picchu? If you would like more information on how to organize an amazing incentive trip to this fantastic festival, please email jnrinfo@jnrcorp.com.

By JNR Incorporated

Written by Stephanie Thomas

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JNR Incorporated is a results-based, globally recognized leader that specializes in creating custom travel, meeting, event, prepaid card and merchandise programs that motivate, engage and inspire the employees, customers and channel members of our clients. We have over 30 years of experience working with Fortune 500 companies of many diverse industries. Our programs are tailored to fit the specific needs of marketing, sales, management and human resource professionals. The unique solutions we apply are measurable and proven to increase performance, loyalty and revenues.

Photo: “Inti Raymi” by Carlos Dίaz is licensed under CC BY 2.0