Incentive Intelligence

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Veterans Day – Thank You

I come from a military family. Not only am I proud of my family – but I am also proud of my many friends who have served. Growing up military I understand and appreciate the sacrifices every serviceperson makes. I… Continue Reading →

Sometimes the Answer is No

Everyone has met a salesperson who can’t take no for an answer. Every time you give them a reason you don’t want to buy their solution, they hit the “objection response data base” and continue the conversation. Annoying right? So,… Continue Reading →

Informed Speed – The New Black

I was going to go with the “I feel the need for speed,” but Tom Cruise isn’t as likeable to the masses as Will Farrell might be. But either quote will do. My point is the ability to launch fast,… 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 →

Trick or Treat Your Self!

A month ago myself and too very scary guys from Behavioral Grooves – Tim Houlihan and Dr. Kurt Nelson – crafted our Frankenstein of an ebook called: “7 Deadly Sins to Avoid in Sales Incentive Design.” We then followed that… Continue Reading →

Why do we fall Sir?

We love to be correct. We hate to be wrong. But being wrong is how we learn. Running various short-term tests and promotions within your program is how you get a better program. Lather. Rinse. Learn. Repeat with a tweak…. Continue Reading →

If Everyone Else Jumped Off a Bridge Would You?

I heard that so often growing up. I’ve said it myself with my kids. I think it is embedded subliminally when they hand you your first child at the hospital. And even with the warnings, we all have jumped off… Continue Reading →

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 →

But We Were on a Break!

Everyone gets tired of everyone at some point. We can’t be “on” 24/7. Your program is no different. Don’t be afraid to take a break and NOT reward anything. That’s okay. Too much rewarding or too many promotions can make… 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 →

Some Assembly Required

Would you be willing to give your participants a portion of your incentive funds if they hit a personal goal but not their professional one?

People are Different – Are Your Rules?

Too often we apply similar rules to similar audiences. I urge you to look deeper into your audiences and figure out what makes them the same. And then figure out what makes them different. Use that information to inform your… 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 →

Reading is Rewardable

In taking with a client yesterday they mentioned something I thought was interesting – and may become part of every program I design going forward. The client said one of the things he felt his sales force needed to do… 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 →

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