Sales incentive programmes "a good thing"

Date: 13/09/2010

Sales incentive programmes are almost universally accepted as being a strong way to encourage and reward positive behaviours, an expert has claimed.

Chris Roebuck, visiting professor of leadership at Cass Business School, has emphasised the fact that this is almost universally seen as a good thing from the point of view of the organisation.

He said that while a salary involves paying people in the belief that they will deliver the expected results, by offering performance-related pay they will be able to better assess the amount someone has earned.

"Everybody accepts the principal that performance-related pay is a good thing, particularly from the point of view of the organisation because they're paying for performance that has already been delivered," Mr Roebuck explained.

Recent research by the Institute of International Finance, which examined the practices of 37 firms in the sector, has found that banks are increasingly tailoring their pay schemes to reflect employees' performances.

Written by James Yorke

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