Take a look at valuable articles and studies that help leaders maximize the performance of their people.
Magazine Articles contributed by David Chittock
Sales and Marketing Management Online Magazine
David Chittock: Outside the Box – Incentive Building Blocks - Choosing the right rewards for your incentive program may the difference between success and failure
David Chittock: Outside the Box – A Question of Integrity - Honesty is the most important club in a salesperson's bag.
David Chittock: Outside the Box – To Travel or Not to Travel - Incentive travel programs are critical to keeping sales moving in tough economic times.
David Chittock: Outside the Box – Don't Give In to the Gloom - Strategies for driving sales during a slow economy.
David Chittock: Outside the Box – How to Focus to Increase Productivity and Growth - In an age of information overload, learning how to focus may be the skill that takes executive leaders from good to great.
David Chittock: Outside the Box – The Psychology of Using Failure to Drive Success - Building sales force persistence, guts and perseverance though failure.
David Chittock: Outside the Box – Channeling Great Leaders - Take a break from business books and hone your management skills by reading biographies of great leaders.
David Chittock: Outside the Box – Rethinking Incentive Program Planning - Successful sales incentive program planning starts with ROI analysis.
David Chittock: Outside the Box – Creating a Communications Plan - Incentive programs are destined for failure without a supporting communications and promotion campaign.
Selling Power Online Magazine
David Chittock: Low-Cost Recognition to Inspire Your Sales Team - Building a successful sales culture through recognition and honor clubs.
Target Management Online Magazine
David Chittock: Appreciating Employees Can Do Wonders for Engagement, ROI - The least understood yet most powerful tool for improving employee engagement is a recognition culture.
WHITE PAPERS
Check out the following white papers by Incentra's resource partners to learn more about the impact and importance of Employee Recognition, Sales Incentive Programs, Total Recognition, and Corporate Awards.
Assessing-the-Impact-of-Sales-Incentive-Programs.pdf - Incentive Research Foundation study on ROI that that adopts a business process view of sales incentive programs, noting that their impact can extend well beyond the sales function to other constituents within the organization.
Benefits of Tangible, Non-Monetary Incentives(U).pdf - There is perhaps no subject debated more frequently (or as vehemently) by incentive program practitioners and their clients than the value of tangible, non-monetary (also referred to as non-cash) incentives versus cash.
Incentives-Motivation-and-Workplace-Performance.pdf - SITE Foundation study proves that properly constucted incentive programs can increase sales by as much as 44%.
Master Measurement Model of Employee Performance (PDF) - Incentive Research Foundation classic guide for measuring performance in the workplace. This guide shows how every job and task may be measured.
Measuring-the-ROI-of-Sales-Incentive-Programs.pdf - This report from the incentive Research Foundation help sales executives design sales incentive programs around specific and quantifiable causal based indicators of success.
Sales Channel ROI Example (PDF) - Step by step example of how to identify sales channel incentive ROI.
Sales Incentives Best Reward Solution (PDF) - Studies show that tangible rewards are the most powerful motivators.
Sales Managers Don't Neglect Recognition (PDF) - Sales managers can use recognition as a tool in every step of the sales channel to build a culture that improves results year after year.
Total Recognition Overview (PDF) , ROI-of-Recognition-Exec-Overview.pdf - Research shows that building a recognition culture is critical to improving employee engagement.
ROI-of-Recognition-complete-study.pdf - New Incentive Research Foundation study shows that developing and executing a recognition strategy improves employee engagement and ROI.
Merits-of-Safety-Incentives.pdf - Awards programs are part of the overall safety equation using well defined goals and simple rules.
Case Study: Using Incentive Travel for an Employee Recognition Program.pdf - A company with an established nomination-based, non-sales employee recognition incentive travel program was selected to participate in this case study.
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