Sales incentives boost staff engagement at Attenda

Date: 26/10/2010

Cloud computing services provider Attenda has used an innovative sales incentive programme to boost employee engagement and drive growth.

According to the UK-based company, which specialises in server virtualisation apps, Attenda account managers deal directly with the company's clients and are rewarded for engaging them in the decision making process - including putting clients directly in contact with the company's partners.

Simon Hansford, vice-president of service strategy and marketing at Attenda, explained: "If one of our customers told an account manager that they were looking to deploy systems applications and products, they would put them in touch with a partner who could help.

"If a partner wins business on the back of that introduction, we would then pay our sales people an incentive."

He said while the reward and recognition does not boost Attenda's profits directly it does encourage staff to take a less orthodox approach.

Recently, Bacardi Brown-Forman launched a sales incentive programme with its leading retail partners in an attempt to boost sales of its Southern Comfort brand.

Written by Peter Chad

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