The 2026 IRF Trends Report highlights how incentive professionals are navigating rising costs, geopolitical uncertainty,...
Research / The Effects of Tangible Rewards Versus Cash Rewards in a Sales Tournament: A Field Experiment
by Khim Kelly, Adam Presslee and Alan Webb
While most program owners strongly believe incentive travel drives outcomes such as sales growth, engagement, and retention, far fewer are confident in their ability to demonstrate that success with metrics and KPIs. This study explores business-focused measurement approaches.
Our panel discussed how channel incentive programs differ from employee incentives, how they influence partner engagement and pipeline movement, and what metrics help justify investment decisions.
