Incentive Intelligence

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program design

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 →

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 →

Surprise and Delight

Most likely your sales incentive or channel incentive is designed to reward your audience for hitting their goals. Bless your heart as they say here in the south. You are doing your best I guess. But real programs – programs… Continue Reading →

Key to Performance? Keep Them Busy

I was putting together a program design the other day and as my usual process, I mapped the program activities out like a Gantt chart. The top “bar” covering the whole program timeframe was the base incentive – points or… Continue Reading →

Lighten Up Francis!

Don’t take your incentive program so seriously. I know it is supposed to help you increase sales or drive profits. That’s serious business. And, if designed correctly it should do that about 90% of the time. But remember, all work… Continue Reading →

Reward What You See

If you can’t see someone do it, it shouldn’t be the main activity in your incentive. “Hit your sales goal and earn ‘X’.” Can you see that happen? Nope. “Make 10 phone calls to people who responded to our marketing… 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 →

Who Really Drives Results?

Pick any sport… if you wanted your team to be the best would you spend money on the coaches office or the equipment needed to make your athletes better? Yeah. I thought so.  A few years ago when we started… Continue Reading →

Program Design Blivets

So often we want to design an incentive program that is “clever.” Something new and different. And that’s okay. But ask yourself if you are designing the program for the program designer or for the audience you need to engage?… 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 →

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 →

“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 →

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 →

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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