A recent Sales & Marketing Management article by Nichole Gunn, Extu’s CMO, explores the critical role of sales incentive programs in driving business growth. The article, “Choosing the Right Sales Incentive Program for 2025,” provides a roadmap for companies looking to increase sales volume, profitability, and engagement through strategically designed rewards programs.
Extu’s Expertise in Sales Incentives
As a leader in channel solutions, Extu has helped businesses across industries—from HVAC and manufacturing to technology and wholesale distribution—implement data-driven incentive strategies that produce measurable results. According to Gunn, companies leveraging Extu’s expertise have seen an average 30% increase in sales by aligning their incentives with business objectives.
Key Strategies for Sales Incentive Success
The article outlines several case studies where Extu’s incentive programs led to significant business improvements, including:
- Boosting Sales Volume: A home-building manufacturer increased order volume by implementing the 20-60-20 rule, which rewards top performers while motivating the middle tier.
- Shaping Product Mix: A global HVAC company saw a 45% increase in sales of high-priority products by offering reloadable debit card rewards for specific units sold.
- Driving Dealer Engagement: A lift truck manufacturer enhanced participation through a mobile app-based incentive program, leading to a 205% increase in adoption and stronger sales performance.
- Prioritizing Profitable Sales: An electrical controls company improved profitability by implementing a tiered reward system that encouraged higher-margin sales.
- Enhancing Product Knowledge: A chemical manufacturer integrated gamified learning incentives, which empowered sales reps and increased sales volume.
- Leveraging Data for Strategy Optimization: A wholesaler used an incentive program to encourage distributors to share customer insights, resulting in more targeted marketing and increased sales.
Why It Matters for 2025
As businesses refine their sales strategies for 2025, data-driven incentive programs will be a key differentiator. Extu’s approach emphasizes not just short-term rewards, but long-term growth, improved market positioning, and smarter sales strategies.
To learn more, read the full Sales & Marketing Management article here.