Incentive Intelligence

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Behaviors

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 →

Micro vs. Macro

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 →

Reward What You See

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 →

There is No Goal if There is No Goal

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 →

The Best Thing About Points-Based Incentives?

You can reward anything you want. Think about that. When you have a flexible platform for rewarding behaviors and outcomes you can experiment a bit. If you think having your salespeople go to more networking events will drive sales, then… Continue Reading →

Rewarding Luck but Ignoring Behavior

Seth Godin’s blog the other day suggested you spend more time modeling behaviors against a standard, not just on whether the outcome was positive. This is one of the key issues I have with many incentive program designs. Too many… Continue Reading →

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