Category Advice

Ant or Grasshopper? Time to Choose

2020 has gone on too long. I feel like I’ve burned up 12 months of angst, anger and energy in only 6 months. It is tough – and I’m not nearly as affected as many. I can’t imagine the effort… Continue Reading →

Report The Success – Not the Metric

What do I mean by that? Simple. We are fond of reporting facts.  “X number of units sold.” “20% increase in sales.”  But what does that mean? Not much. And, as it relates to COVID-19 reporting, simple numbers generally make… Continue Reading →

You’re More Tired NOT Going to Work – Why?

I’ve been holding off on posting since the world slowed down a few weeks ago even though I’m told content is king and if I stop posting I immediately become irrelevant. At least that’s what the gurus say. But I… Continue Reading →

Reward Empathy

I’ve seen posts on LinkedIn saying now is the time to sell, sell, sell and spend, spend, spend on marketing and sales because others won’t. Grab share today through marketing and sales. Take advantage of this problem to help yourself…. Continue Reading →

Simple Message for Today’s Selling Environment 

The COVID-19 virus is a reality and a pain. People and companies both are “social distancing” and hunkering down.  But that shouldn’t mean social isolation. Over the years there have been many Abe Simpson’s out there yelling at clouds and… Continue Reading →

Incentive Programs Are a Great Strategy When Your Business is Growing… and Shrinking

Incentive programs don’t have a season.  They aren’t better to run when you’re sales are falling vs. when your sales are growing. Both scenarios are great situations for incentive programs. Market rising for your product?  Great – run an incentive…. Continue Reading →

3 Must Haves in Every Incentive Program

Only three you ask?  Okay maybe 5 or 8 would be a better number. Or even 1. It really doesn’t matter. Every program will have its own “minimum” things needed to be successful. Your job is to figure out what… Continue Reading →

Not Everything Needs to be Performance-Based

Most incentive programs tie awards to performance that creates revenue or profit. But it doesn’t have to.  Sometimes it is nice to reward people for other things that may have zero impact on sales.  Maybe something that might impact the… Continue Reading →

History Can Be the Future

Today’s post is brought to you by nostalgia. This morning I read through a post called “The Best Meme’s of All Time” and it was beauteous.  Each meme transported me back to the time when that meme hit and went… Continue Reading →

20 Things to do in 2020

Planning – no one does enough. Risk taking – no one does enough. Thinking – no one does enough. Thanking – no one does enough. Partnering – no one does enough. Playing – no one does enough. Reading – no… Continue Reading →

It’s the Little Things That Matter

I missed doing a post Friday and yesterday. I feel somewhat bad about that as I promised myself to post a short snippet on how best to apply incentives and influence every workday. That was on September 9, 2019 –… Continue Reading →

Consider Reward Velocity

Something that I find too often ignored until late in the incentive program design phase that will have a big impact on the program structure is something called “reward velocity”. Reward velocity is pretty much what it says – how… Continue Reading →

Stop Being Strategic

We value strategy and strategic thinkers. How often do you hear things like, “that person is really strategic” as if that was the ultimate level on some hierarchy of business value? I call BS on that. Strategy is important. It… Continue Reading →

So, How’s That Diet Going? Yeah, Me Too…

The holiday is behind us. I truly hope your Thanksgiving was filled with thanks (of course), was safe, and included all the trimmings that make for great memories. And for many of you (us?) who didn’t follow our diet plans… Continue Reading →

When Looking Backward is the Best Way Forward

I love this quote from Douglas Adams, of Hitchhikers Guide to the Galaxy fame: “We all like to congregate at boundary conditions. Where land meets water. Where earth meets air. Where bodies meet mind. Where space meets time. We like… Continue Reading →

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