A Case For Program Bonus Activity
The program is succeeding but are you most effectively reaching and motivating as many of your sales people as possible? That question is nearly impossible to answer quantitatively, but it is a widely accepted statistic that in most sales forces, 80% of the sales come from 20% of the people selling, in other words-top performers.

A properly developed incentive program will successfully motivate those sales people who could be categorized as "middle-of-the-road" performers, the next 20%-40% of the sales people who do not have the internal motivation of a top performer, but are motivated to extend their performance in order to earn incentive awards.

So how do you get top performs to stretch their performance to an even higher level? If they truly represent the largest percent of sales than even a small motivational boost can have a significant impact.

The most effective way is to introduce a Top Performance Bonus. To the potential top performer this is an appeal to "Ego", an internal motivator. They will be motivated to reach for the top to prove to themselves and their peers that they can do it.

Top Performer Bonus Recommendation
Create a top performance bonus incentive by ranking all participants based on number of monthly points earned (a direct reflection of repossession sales)

• Top Performance Bonus could be awarded monthly or quarterly
  • Bonus could be conducted on a national basis. For example
    • Top 50 participants nationally earn 1,000 bonus points (quarterly) or
    • Top 10 Nationally earn 2,500 bonus points, the next 20 earn 1,000 bonus points and the next 20 earn 500 bonus points
      
      
• Top Performer Bonus could also be presented on a Regional basis or by Inventory Control Center

Additional Program Enhancements
In addition to a Top Performer Bonus Conseco may want to consider promotional plan ideas for highlighting the program and keeping "top-of-mind" and fresh in the eyes of the participants. The following are several recommendations:

Gold Member Status

• Introduce a new Winner's Circle participation level that acknowledges your best salesperson or participant for their sales volume
• Create a "Gold Member" level that participants qualify for after purchasing/selling a predetermined "benchmark" volume. In addition to the "gold status" appealing to the ego, introduce special perks that would only be available to "Gold Members" these could include:
  
  
  • Hot Deals: We can source and present a special "hybrid" selection of unique awards available only to Gold Members. Or, special discounted awards or closeout deals could be made available to members
  • Gold Member Benefits · A Gold Member Level will enhance the Winner's Circle program by motivating your most successful participants to maintain or increase their level of program activity
  • Participants who have the potential to attain Gold Status will be motivated to increase their activity to achieve the Gold level and earn the perks that accompany it. Special Award Offer

We can source and introduce special deals or unique awards on quarterly basis. These could include:

• Special close out deals with value pricing
• New or unique electronic selection

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