Sales Incentive Trips: Executing The Internal Campaign

If effectively promoted, a sales incentive trip can motivate the sales team throughout the year. Sales enablement must collaborate with other functions to develop and execute a high-impact, multitouch campaign. The campaign should include a regularly updated leaderboard, a central communications hub and a series of email messages sent to the sales team.

For B2B organizations, the true power of a sales incentive trip (also known as a club trip) for high performers lies not within the trip itself but in the period leading up to the trip and the motivation that the sales enablement function and sales leadership create. By shifting the planning focus from the trip to its promotion, sales leaders can better incentivize reps and allow the trip to perform its purpose more effectively. In this report, we discuss the role that sales enablement plays in designing and executing an internal campaign for sales incentive trips.