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A strange pattern hovers over incentive/motivation programs. When economic times are good, companies launch incentive programs to reward high achievers. These programs create a positive energy that encourages competition, team play, and results. During economic slumps, these same companies quickly disassemble their incentive programs and re-evaluate the costs. Budgets once approved without hesitation are eliminated or severely reduced. Company executives know incentive programs can motivate their reps or dealers. Recent research, cited in this white paper, shows that properly designed incentive programs are consistently successful.
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