Incentive Intelligence

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paul hebert

The Airing of Grievances

[Note: videos included – may not show in email subs – click through here to see videos] It’s that time of year. Gather round young people – you Gen Z, Gen Y, Gen LMNOP, to hear the story of Festivus…. Continue Reading →

Value vs. Price

In the past clients who bought incentive programs typically paid for atoms. What that means is they paid for printed communications pieces, reports, merchandise and other awards. The budget was straight forward. $100 cost on the TV – they paid… Continue Reading →

80% of Good Incentive Designers Know Social Proof Can Backfire

I spent an hour with a friend and behavioral science/behavioral investor author yesterday recording a podcast. I’ll alert you when/if it goes live. We talked about a lot of things – one of which was using social proof as a… Continue Reading →

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 →

Stop Being Strategic

We value strategy and strategic thinkers. How often do you hear things like, “that person is really strategic” as if that was the ultimate level on some hierarchy of business value? I call BS on that. Strategy is important. It… Continue Reading →

I Can’t Understand Why Companies Never Buy Insurance for Their Incentive Programs

Domino’s Pizza offers insurance. If your pizza gets ruined after you pick it up, they replace it free. You probably have insurance on your car, your home, your life! But I find it very interesting that most clients won’t buy… 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 →

When Looking Backward is the Best Way Forward

I love this quote from Douglas Adams, of Hitchhikers Guide to the Galaxy fame: “We all like to congregate at boundary conditions. Where land meets water. Where earth meets air. Where bodies meet mind. Where space meets time. We like… Continue Reading →

Thanksgiving Wish List

I’m working with the better half of Incentive Intelligence this week to put together our menu for Thanksgiving. And by extension, the grocery list. You would think after 33 years of doing Thanksgiving we’d have the list committed to memory… Continue Reading →

Things Your Incentive Program Should Never Do

Incentive programs – or more accurately – influence programs – can and should do a lot of things for you. From shaping opinion and impressions to moving behaviors and creating results, incentive/influence programs are a strategic way to achieve very… Continue Reading →

There is No Perfect Incentive Program

Every program has pros and cons. Every award rule structure is an exercise in tradeoffs. If you create a program where anyone who hits their goal gets an award you open up the program for anyone to earn – and… Continue Reading →

The Tip O’Neill Incentive Program

A good portion of incentive and reward programs for salespeople, whether corporate or channel, are focused on the company (or sponsor) awarding the audience for achieving specific sales goals or other desirable behavior-based objectives. Most likely, based on some sort… Continue Reading →

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