Sales incentives are based on target split achievements which vary per territory, cluster, region or area. The variance in target splits is because psychographics, demographics, firmographics are different in various territories. Sales targets should be have S.M.A.R.T goals and the tools to achieve those goals should be provided by sales operations. The resources, the infrastructure, should all be provided. Motivations should begin will celebrating small wins in any manner whatsoever including but not limited to praises, rewards, recognition, congratulatory letters , plaques, medal of honour. The team must always have their fire burning. The sales operations manager must communicate and ginger the team.

As a retail business mentor, I once assisted a client in managing a diverse sales staff that was encountering motivating issues. We tailored their sales incentive programs to recognize each role's unique contributions, including commission-based awards for front-line salespeople, satisfaction-based bonuses for customer support reps, and team-based incentives for project coordinators. This targeted strategy not only enhanced participation but also created a collaborative atmosphere, which improved overall sales performance and morale.