Incentive Intelligence

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Incentive

This is the Real World. Get Used to It

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 →

Incentives and Nudges Are NOT “Tricks”

I’ve seen a few articles lately talking about “psychological tricks” and “motivation hacks” to get people to do things and enhance motivation. Creating a plan and process to guide your audiences’ behaviors toward your business goals WHILE rewarding them for… Continue Reading →

A Thousand Ways to do Something That Will Never Work 100% of the Time

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 →

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 →

Rule of 7 Come 11

The Rule of Seven is an old marketing adage that suggests in order for your message to have impact your audience needs to be exposed to that message at least seven times before they take action. Of course, like EVERYTHING… 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 →

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 →

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 →

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 →

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 →

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