Incentive Intelligence

Category

Incentive

Formula for Incentive Program Success

Tell me what you want you want/need done and ensure I understand you.  Tell/teach me to do what you want and ensure I understand you. Make sure there is a reason to do it and help me personally connect to… 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 →

Are You Creating a Performance Economy with Your Incentive?

Running an ongoing incentive program using points or credits instead of cash or debit cards allows a company to create a branded connection between the company and their audiences’ successes. When the program participant thinks of the things they have… Continue Reading →

Pushing Incentives to the Edges

FYI – I also write for other sites. Fistful of Talent and HRExaminer. Those sites are more focused on employee stuff – experience, engagement, recognition, etc. I wrote a post for HRExaminer in November of 2010 called “Pushing HR to… Continue Reading →

Knowing How to Sell Doesn’t Drive Sales

Every company trains their salespeople to follow specific sales strategies. Whether it is Challenger, Sandler, Paul Hebert, whomever and whatever. Every company has a process. Every company has heavily invested in the trainers, the books, the updating salesforce.com. They obviously… Continue Reading →

Lighten Up Francis!

Don’t take your incentive program so seriously. I know it is supposed to help you increase sales or drive profits. That’s serious business. And, if designed correctly it should do that about 90% of the time. But remember, all work… Continue Reading →

“Pseu-Pseu-Pseudio” Motivation?

When you are outbid on an auction site you get ticked off. You jump on your phone and bid again – claiming your rightful place at the top of the heap as the #1 bidder. Then someone bids above you… Continue Reading →

Program Design Blivets

So often we want to design an incentive program that is “clever.” Something new and different. And that’s okay. But ask yourself if you are designing the program for the program designer or for the audience you need to engage?… Continue Reading →

Time to Atone for your Incentive Sins!

Last Tuesday some friends of mine got around a virtual table and talked about the sins many incentive program designers make when they put together their programs. While the webinar we held only focused on the top 7 Sins –… Continue Reading →

You Are What You Signal

Your mission and values say you respect the customer and would never lie to them to make a buck. But your incentive program provides huge rewards for increasing sales to clients based solely on total dollars sold and no other… Continue Reading →

“The only sin is mediocrity.” – Martha Graham

Register for our webinar being held tomorrow, Tuesday – September 17th at 12 Noon EDT (11:00 am CDT) We talk about all the sinning going on with incentive program design. Pearls may be clutched! Webinar panelists will include myself and Kurt… 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 →

The Reverse Sear of Incentives

I’m a convert. I never grill a good steak on the grill from raw. I now use the reverse sear method. To reverse sear a steak, you first slow cook the steak in the oven at about 250 degrees Fahrenheit… Continue Reading →

Incentive Programs Are About Choices – Not “Conditioning”

There is a lot of conversation in the incentive blogsphere (yeah – it’s a thing) about how incentive programs influence behaviors. So much of it is misinformed and just bad design. There is too much braying from program designers who… Continue Reading →

Incentive Programs Are Not About Shopping

Most incentive programs are designed to allow participants to earn a “branded currency” redeemable for awards such as electronics, home goods, trips. Nothing wrong with that. Until you read how the programs are promoted. “Go shopping with your points!” “Peruse… Continue Reading →

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