Brightspot Incentives & Events has described how sales enablement incentives can reward product knowledge and other steps toward a sale, rather than reserving all compensation for the final deal.

In a December 3, 2024 article, the agency identified training attendance, quizzes, certifications, demonstrations and proposals as potential award triggers. It suggested activity-based payouts in a $25 to $100 range as an illustrative way to structure smaller rewards.

One example involved Dell and Avaya product training supported by online matching games. According to Brightspot, participants with perfect scores were entered into weekly gift card drawings over a program that ran for multiple months.

A separate CenturyLink and Avaya example rewarded certifications for sales representatives and engineers. The supporting website tracked registrations and completed certifications, communicated changes and collected information for program analysis.

Brightspot also described a McAfee program that offered a $100 gift card for qualifying competitive bids. Partner sales representatives registered their activity through an online portal, enabling the sponsor to review bid and participation trends.

The examples illustrate different award rules: a drawing entry for one training activity, certification-linked rewards for another, and a qualifying-bid payment for the third. Brightspot’s recommendation is to match incentives to identifiable steps in the sales process.