B2B Sales Incentive Programs
More than targets. More than bonuses. Real incentives that move real numbers.
What Are B2B Sales Incentives?
A B2B sales incentive program is a structured strategy designed to motivate the people who sell your products or services. Whether it's your direct or indirect sales team, the audience changes, but the principle doesn't: when you reward the right behaviours with the right incentives, performance follows.
At their core, B2B sales incentive programs align recognition and reward with the specific outcomes your business needs, whether that's increasing sell-through, growing basket size, launching a new product, or lifting performance in a particular region or channel.
EVT has been designing B2B sales incentive programs across manufacturing, technology, FMCG, automotive, retail and distribution for over 40 years. Every program is built from the ground up around your audience, your commercial objectives, and the behaviours that will move your business forward.
The Problem We Solve
When performance plateaus, incentives reignite it.
The underlying problem is consistent across every sales model: you have a network of people or businesses responsible for driving your revenue, and you need them more engaged, more motivated, and more focused on your brand.
A well-designed B2B sales incentive program creates a compelling reason to perform, rewards the behaviours that drive growth, and gives you real visibility into what's working.
Common problems we solve:
- Stagnant sales performance and missed targets
- Low customer service performance
- Low team engagement and motivation
- Difficulty retaining top sales talent
- No visibility over what's driving results
- Inconsistent performance across regions or teams
How We Build Programs That Perform
Strategy first. Communication always. Execution seamless.
Every EVT sales incentive program begins with a deep understanding of your business: your goals, your team, your culture and what motivates your specific audience. We don't apply a formula. We design from scratch.
Our senior strategists work with you to define the right program mechanics: the earning structure, the reward mix, the communication cadence, and the technology platform that brings it all to life.
Communication is central to performance. We develop clear program branding, launch campaigns, milestone updates, leaderboards, tactical boosts and participant messaging that keep the program visible and motivating from start to finish.
Throughout the program, we track performance rigorously and provide the reporting and insights you need to make smart decisions.
What's included:
- Program strategy and design
- Reward sourcing and fulfilment
- Creating a strong program brand identity
- Participant communications strategy and engagement campaigns
- Technology platform setup and management
- Performance tracking and reporting
- End-of-program debrief and recommendations
45.9% Sales Growth. 88% Participant Engagement.
A leading Australian manufacturer needed to lift sales performance across their national team. EVT designed a multi-tiered incentive program built around the behaviours that mattered most. The results went well beyond the brief.
Read the full case studyWhat Our Clients Say
"I have found them to be trustworthy, creative, systematic, organised and incredibly capable."
- Nadine Johnston, Rewards & Recognition Manager, National Parts & Accessories Division, Toyota Australia
"The initiatives and ideas that they propose are unique, creative, a little quirky and always cost effective."
- Sue Kent, Head of Human Resources, PepperMoney
Let's Talk About Your Program
Tell us a little about what you're looking to achieve - we'd love to help.