Entry #4: Incentives Drive Performance, Innovation & Efficiency

March 2012: The Supplier Spotlight Monthly SBE Contest.

Sponsored by Supplier-Connection – An initiative of major US companies committed to spending more with US-based small businesses.

The extent to which employees and sales channel members put discretionary effort into their work in the form of extra time, brainpower, innovation, and energy is a key driver of business success today. Why are organizations putting focus on employee/channel engagement and incentives?  Because “Engagement and Incentives” programs drive Human Resource Department’s “Total Rewards” strategy and ultimately, drive positive business results.

According to both Denison Consulting and Gallup, when culture and strategy align, companies achieve up to 4 times greater revenue growth and 12 times stock value. Engaged employees and sales channel members who are in culturally aligned workplaces yield up to a 38% increase in productivity and a 27% increase in profitability.

As evidence, a recent MotivAction incentive program targeted at sales reps for a Fortune 1000 financial management software provider resulted in a 199:1 Return on Investment, helping the company exceed quota by over $200 million.  But truthfully, seeing is believing…

Matt Robb
PHONE: 763.412.3270 | FAX: 763.412.3370
MOBILE: 763.286.6045 | EMAIL: mrobb@motivaction.com
TWITTER: @MotivActionLLC

MotivAction, LLC
16355 36th Avenue North, Suite 100, Minneapolis, MN, 55446
Achieving Results through People for 35 Years


About Dan Gallo

I'm a small business lifer, starting/running businesses since I sold seeds door-to-door as a kid in The Bronx. I've played guitar and enjoyed baseball since I was 5 (born a NY Yankees fan). Just prior to marrying Kim in 1983 I became a Christian. We have two sons; Daniel's a musician & social media expert with a smart, insightful sense of humor, and Adam who recently graduated from Brooklyn College double majoring in Creative Writing/Literature and Anthropology. Adam now works in the non-profit sector. Since 2002 one thing we love to do together is go on service/missions trips to Belize. We've collectively spent 60+ weeks in Belize with this missions organization http://twaw.org. I started my 1st company in January 1985, and been self-employed ever since. I sold my last company, Mentor Communications Group, in '04. After 2 years w/ the acquiring company I started The Allasso Group, LLC doing Small Business Consulting, Fund Raising/Capital Raise-up Campaigns, Sales Strategy, Outsourced Sales Agency work, & Digital Marketing Programs (Social Media, SEM, etc.) since April 2006. Notable projects: Hired as Small Business Advocate and Social Media Director for IBM's "Supplier-Connection" - Feb '11-Dec '13. Hired as COO to help turn-around late stage start-up software company myVRM. Jul12-Dec '13 Hired as CEO of CoupleWise.com, a Digital Health2.0 app, to write business plan, raise seed capital, & completely redesign and relaunch the app. Aug '16 I won a Finalist spot for MassChallenge UK's 2016 fall cohort in London from Sept thru Nov. Started Oct15 - Current. I enjoy helping turn-around struggling small businesses, and launching new business ventures. Feel free to contact me with opportunities.
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2 Responses to Entry #4: Incentives Drive Performance, Innovation & Efficiency

  1. Chris says:

    You make a good point, however, are great sellers born or made?

    • Dan Gallo says:

      Chris, Although there is a prototypical sales personality,the best sales people i’ve encountered are “made” through acquiring the right skills from superior sales processes. Check out my blog post: “Why do small businesses stay small?” on http://thesbelifer.wordpress.com where I explore Decision MAPping, one such process.

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