Points are great for airline miles, football games, fantasy sports leagues and credit card awards. Unless you’re willing to equate points to monetary items they carry little value in the workplace, especially in a sales environment. As a sales person myself, I could care less about 100 points. What I do care about is money, spiffs and public acknowledgement for doing my job well. I also care about my sales rank in relation to my peers. Sales managers don’t care about how many points I have. They care about how many deals I’ve closed, my current forecast, my pipeline and whether or not I am doing the required activities to be successful. Giving sales reps tangible awards instead of virtual points for achieving these goals delivers significant value and is proven to be motivating. My point is I’d rather receive $100 instead of 100 points.