Incentive Intelligence

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paul hebert

It’s Not Just About Sales

There seems to be a theme running through my posts lately. That theme is incentive programs for channel partners and salespeople aren’t really about selling more stuff. That’s a side effect. But that isn’t the real outcome. Your incentive program… Continue Reading →

There is No Goal if There is No Goal

That sounds nonsensical. But it is how many incentive programs are run. Typical program arc… Company sets sales goals by individual. Company tells person the company’s goal. Person “works” toward company goal. Once company goal is hit, points (or award… 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 →

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 →

Today is my 33rd Wedding Anniversary

In today’s world 33 years of dedication and connection is nothing to sneeze at. I’ve been married longer than I haven’t. And I’m also 800 miles away from my wife. Maybe that is why we’ve been together 33 years (not… 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 →

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 →

9-11

  “Someone mentioned your name today, took me down memory lane, to a time very much younger, a time more pure, more sane.” ― Adiela Akoo, Lost in a Quatrain: Poetry Anthology      

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 →

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