They may feel that they have done just as much work as someone else who has received certain rewards. This may cause competition between your salespeople that could result in a loss of teamwork. Sales managers need to come up with a way fair way to measure the performance of its salesforce. The incentive program needs to be written out so all employees completely understand what they need to do in order for them to receive the rewards, and how their productivity will be measured. Their are different types of incentives that can be awarded to salespeople, cash is the most popular of them, but as I will point out, it may not be the best type of motivational device to use.
Cash incentives are in the form of a bonus.
A bonus is an incentive payment that is supplemental to the base wage. It has the advantage of providing employees with more pay for putting out a greater effort. For example, a salesperson may receive a spot bonus for working long hours to keep a client or fill their order. Many sales managers are finding that cash is not as powerful for motivating a salespersons performance. Incentives can also be in the form of non-cash items.