Incentive Intelligence

The Tip O’Neill Incentive Program

A good portion of incentive and reward programs for salespeople, whether corporate or channel, are focused on the company (or sponsor) awarding the audience for achieving specific sales goals or other desirable behavior-based objectives. Most likely, based on some sort… Continue Reading →

You Don’t Run Incentive Programs To Be Nice

Companies run incentive programs that use non-cash awards for very specific reasons. Most of those reasons, if not all, participants will argue with. They will argue because their objective and the company’s objective, are very different. Companies don’t run these… Continue Reading →

The Most Underutilized Tool in the Incentive Program Toolkit

Guess. What is the one tool that is almost free, has a huge impact on individual performance, yet is rarely used correctly or often? [Imagine Jeopardy theme in your mind right now.] It’s not rewards – points, travel, cash or… Continue Reading →

How Much Should You Reward Someone in an Incentive Program?

How high is up? The amount you should reward someone for achieving their goal, doing the behaviors, taking the test, isn’t a static number. Often clients will ask what the “average” award value is when comparing themselves to other clients…. Continue Reading →

You Look Like My Last Patient – Let’s Schedule That Same Surgery

Years ago, I read the book “Mastering the Complex Sale” by Jeff Thull. I found his book to be very enlightening. But that may be due to my age at the time and it was the first book on selling… Continue Reading →

Veterans Day – Thank You

I come from a military family. Not only am I proud of my family – but I am also proud of my many friends who have served. Growing up military I understand and appreciate the sacrifices every serviceperson makes. I… Continue Reading →

Sometimes the Answer is No

Everyone has met a salesperson who can’t take no for an answer. Every time you give them a reason you don’t want to buy their solution, they hit the “objection response data base” and continue the conversation. Annoying right? So,… Continue Reading →

Informed Speed – The New Black

I was going to go with the “I feel the need for speed,” but Tom Cruise isn’t as likeable to the masses as Will Farrell might be. But either quote will do. My point is the ability to launch fast,… Continue Reading →

Are You Faster Than a Tiger?

Over the years I’ve read a lot of books, blogs, articles and papers. Some information sticks with you. But a lot simply fades away like a politician’s promise. But one story I read years ago stuck with me. I think… Continue Reading →

Trick or Treat Your Self!

A month ago myself and too very scary guys from Behavioral Grooves – Tim Houlihan and Dr. Kurt Nelson – crafted our Frankenstein of an ebook called: “7 Deadly Sins to Avoid in Sales Incentive Design.” We then followed that… Continue Reading →

Why do we fall Sir?

We love to be correct. We hate to be wrong. But being wrong is how we learn. Running various short-term tests and promotions within your program is how you get a better program. Lather. Rinse. Learn. Repeat with a tweak…. Continue Reading →

If Everyone Else Jumped Off a Bridge Would You?

I heard that so often growing up. I’ve said it myself with my kids. I think it is embedded subliminally when they hand you your first child at the hospital. And even with the warnings, we all have jumped off… Continue Reading →

It’s Not the Destination – It’s the Journey

How many times have you heard “it’s not the destination, it’s the journey”? A few? And some will ask… “Is it? Is it really?” And short answer might be, Yes. According to research what keeps people behaving and doing the… Continue Reading →

But We Were on a Break!

Everyone gets tired of everyone at some point. We can’t be “on” 24/7. Your program is no different. Don’t be afraid to take a break and NOT reward anything. That’s okay. Too much rewarding or too many promotions can make… Continue Reading →

The Incentive “Archer” Rule

We like simple answers. We like one-trick ponies. We like easy. This laziness also applies to our incentive program design. Too often solution architects stop early and design a program with a singular dimension and hope it will achieve the… Continue Reading →

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