Category
Behaviors
A great post from a connection on LinkedIn this morning said something along the lines of: You don’t need 7 Secrets to Being an “X” Ninja. You just need to do the 80% of the simple things most people don’t… Continue Reading →
So many incentive programs are designed based on the needs and wants (and compensation goals) of the guy or gal in charge. They need to hit 110% of goal – so everyone is rewarded for 115% of goal (gotta add… Continue Reading →
I have heard many times that incentives don’t work. I can cite statistics all day that say they do but some days a picture is worth 1,000 statistics. Today is that day. Plucked from my friend’s twitter feed (@akabruno) the… Continue Reading →
Commitment is a powerful influencer. When you ask someone for a commitment, and they agree to it, that person is much much more likely to follow through and do what they said they would do. Not 100% of the time…. Continue Reading →
Many channel incentive programs require some sort of “enrollment” process. Almost every person in the program will have to agree to a privacy policy and program terms and conditions before they can play in the program. That’s friction many clients… Continue Reading →
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 →
I spent an hour with a friend and behavioral science/behavioral investor author yesterday recording a podcast. I’ll alert you when/if it goes live. We talked about a lot of things – one of which was using social proof as a… Continue Reading →
You might hear someone quoting Alfie Kohn someday. They’ll be telling you incentives don’t work. That they crush intrinsic motivation. They’ll quote his studies about offering incentives to children to read and how it led to less reading because they… Continue Reading →
Motivation has been studied, prodded, poked and dissected since cavepeople were painting on walls. And all that effort has led to multiple theories of why people do what they do. I believe each has a modicum of value and insight… Continue Reading →
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 →
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 →
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 →
Most incentive programs focus way to much on the “macro.” The annual goal. The big point deposit. The large point earning opportunities. The expensive trip. The big screen TV. The expensive watch. But they usually ignore all the smaller events… Continue Reading →
If you can’t see someone do it, it shouldn’t be the main activity in your incentive. “Hit your sales goal and earn ‘X’.” Can you see that happen? Nope. “Make 10 phone calls to people who responded to our marketing… Continue Reading →
That sounds nonsensical. But it is how many incentive programs are run. Typical program arc… Company sets sales goals by individual. Company tells person the company’s goal. Person “works” toward company goal. Once company goal is hit, points (or award… Continue Reading →
