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 email campaign and earn ‘X’.”

Can you see that happen? Yep. That’s the starting point for your program.

Can reward achievement? Sure. But behaviors come first.

Ask yourself what you can observe before the goal is achieved and that is your beginning list of possible incentive targets.

  • Making calls.
  • Doing research on the client.
  • Having a meeting.
  • Going to a networking event.
  • Reviewing LinkedIn connections.

Reward what you can see your audience do.

That is what they have control over and that is what you can most directly influence.

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