Shire champions incentives in a downturn

Shire Pharmaceuticals senior conference planner Jackie Brew has championed incentive travel and says it is an effective method of motivating sales teams during the recession.

Speaking at the C&IT Corporate Forum at Chewton Glen today, Brew said that it was important to recognise and reward the hard work of internal sales teams, particularly in an economic downturn.

"Incentive travel events create a constructive competitive culture within a company's own sales team," said Brew. "Incentives are really important when the market is tough and there are fewer jobs around as they can aid recruitment. When we tell job candidates about out Ambassadors programme, they are always impressed. In an economic downturn, we need to keep our employees engaged so incentives are important."

Brew added that incentives pay for themselves because they had to the power to motivate and retain staff above and beyond job security or salaries.

Shire Pharmaceuticals runs one large incentive annually for its sales team, The company took a slect group of its UK sales team – plus partners on the event – the destination for which was voted on by staff and clear targets were set.

W&O Events account director Stephen Morton-Prior, who spoke with Brew at the C&IT Corporate Forum, said that it was important to motivate and reward staff with incentives despite corporate budget cuts and perception fears. "Incentives can be small and personal and that is successful in getting staff moving," he said. "It can be a very small thank you, but that is better than nothing at all."

 

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