Does Incentive Travel Improve Sales Productivity?
” (see Research), conducted in 1997 for SITE at the University of Luton in the United Kingdom, examined employee attitudes at a leading insurance company and found a direct link between the incentive travel program and improved performance. What distinguishes incentive or motivational travel from traditional travel is the focus on creating an extraordinary experience for the winner, or one that builds morale, communicates the corporate message, or fosters improved communications between employees and/or the company and its customers. Businesses use incentive travel to: motivate employees to work toward a common goal; recognize employees for performance; get people to make a purchase they might not otherwise make; reinforce a marketing message. Noncash awards such as travel are used to avoid the pricing or compensation issues raised by the use of cash. The use of individual incentive travel has grown increasingly popular at companies that want to let their winners travel independently.
