---
title: Non-Cash Incentives as part of your Sales Compensation Strategy
description: Some interesting research has been done over which reinforces the use of non-cash rewards as an integral part of your Sales Compensation Strategy.
image: https://www.netcommissions.com/hs-fs/file-355987475-jpg/images/president_club_image.jpg
---

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# Sales Performance Management Best Practices Blog

# Non-Cash Incentives as part of your Sales Compensation Strategy

Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Fri, Oct 18, 2013 @ 12:10 PM

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Much has been written about the role of Non-Cash incentives as an employee motivational tool. This approach provides tangible rewards that don't directly involve cash as an incentive for achievements that align with corporate goals.

Programs often span functional boundaries and reward people and teams for achievement of measurable goals. Today we'd like to share some insights about the use of these programs within the sales function, although in execution, non-cash incentive programs share many similarities across functional boundaries

In Sales, the use of non-cash rewards has been common practice for a long time. Presidents Club, Achievers Club, Leader Awards are just a few examples of common non-cash rewards that have long been a core element of the sales compensation package. The motivational power of such peer recognition and the admiration and respect that comes with these accolades is far reaching.

![President Club Image](https://www.netcommissions.com/hs-fs/file-355987475-jpg/images/president_club_image.jpg?width=239&height=179&name=president_club_image.jpg)

There has been some interesting research done in this arena over the past few years which reinforces the use of non-cash rewards as an integral element of your Sales Incentive Compensation Strategy.

The Aberdeen Group ([see Peter Ostrow's research brief on this topic](http://www.aberdeen.com/Aberdeen-Library/8384/RB-incentives-sales-effectiveness.aspx)) surveyed 312 Sales Organization on the topic of sales effectiveness and what they found is quite interesting;

- The study classified Best-in-class sales organizations as those which measured in the top 20% of the sample base in a number of key sales performance measures.

As 2013 heads into the home stretch of the fourth quarter, the meaning of your sales ranking reports should come into clearer focus. This is a great time for you and your sales leadership team to reflect on the motivation level of your sales Incentive Compensation Program and ask yourself if you're doing enough to recognize and reward those high achievers who constitute your own top 20% 'Best-in-Class' performers.

 

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