Karen Bennett, vice president of sales strategy and support, sensed a disconnect between what salespeople wanted in an incentive trip and what her company, Atlanta-based Cingular Wireless, was offering. But a hunch is not enough to go on. So she decided to survey the entire sales force — and discovered that her intuition was correct. The Cingular Summit, the annual incentive recognition program to reward the top 5 percent of sales performers, was not the motivating force that she had hoped ...

Register for Complete Access (Valid Email Required)

By registering on MeetingsNet now, you'll not only unlock the Disconnect, Reconnect, you'll also gain access to exclusive premium content.

Already registered? here.