Explain the thinking behind the “Trophy Value” of awards?

I can hand any one of your reps a check for $1,000 and come back in 6 months and ask them about it. First, they will say “what $1,000?” Then they will vaguely remember paying bills or something. I give that rep a new set of Titleist Golf Clubs and I can...

How should I budget for earning potential?

For an internal sales team that works only for you, the historical budget ranges are 2% to 4% of average yearly compensation, not including above and beyond bonuses. But that amount will shift depending on profitability, average sale size, and other factors.