Incentive Intelligence

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program design

Remove Fear – Instill Confidence

If you’re a salesperson you’re paid to sell. But if you’re not sure how to position the product or service with a new client or you aren’t sure how your client’s industry could use your offering you will be less… Continue Reading →

Time is NOT on Your Side

You know what humans are terrible with? Time. We don’t do well when we have to think in longer time scales. Save for retirement? I’ll do that next year after all I won’t need that for another 40 years. Lose… Continue Reading →

Don’t Confuse Good Results with Your Design Decisions

Program design is about creating a program that includes the best-known motivation triggers based on science. The design most likely to get you results. The program design you would bet on if given that opportunity. I did a webinar with… 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 →

It’s the How – Not the What

Amazon can ship a toaster. United can get you from home to Hawaii. But neither of them has a clue how to best engage your incentive program participant. The real value-add for an incentive and reward program isn’t in the… Continue Reading →

Head Starts Can Double Results

People love a head start. So much so if you give your program participants a head start in your incentive program you will get much higher results. In one experiment with “punch cards”, people who were given a “get a… 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 →

The Forgotten Program

I kid with clients that most of the programs I see run by my competitors are “Ron Popeil” programs. They set them and forget them. The programs launch with a bunch of fanfare. And then maybe once a month the… 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 →

Never Allow Program Participants to “Buy Up” to Get Awards

Some incentive programs allow participants to use cash to augment their award point earnings to redeem for trips and merchandise when they don’t have enough points for the full value of the reward. DO NOT DO IT! NEVER. FULL STOP…. 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 →

Your Incentive Program Shouldn’t be About Incentives

Too many non-cash incentive programs focus too much on the award and the earning criteria. The program is designed to that there are only a couple of criteria for earning an awards. Sell more earn a trip. Sell this and… Continue Reading →

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