Year: 2014

April Showers Bring May Flowers – and Lessons for Growing Your Sales Incentive Program

April Showers Bring May Flowers and and Lessons for Growing Your Sales Incentive ProgramI have a conflicted relationship with the season of spring. On the one hand, spring awakens allergic reactions in me that lead to itchy eyes, a runny nose and all those other temporary maladies that make me feel less than great. On the other hand, I absolutely love to watch things grow – from a seemingly dead state to lush greenery and colorful flowers.

Our yard contains a number of potted plants, including a variety of peppers, tomatoes and jasmine. I find myself drawn to these pots several times a day just to see how much new growth has sprouted since I last checked. And I really look forward to returning home after my monthly trips to see how dramatically growth has progressed.

I think that there is a lesson about human nature to be learned from this – we like to watch things grow. And while that might seem like an obvious statement, I think that it has implications for the design and communication of channel sales incentive and customer incentive programs.

We hear from many clients that they are hesitant to invest in customer incentive programs that “award customers for sales that we’re already getting.” Yet they also recognize that their existing customers are extremely valuable and that retaining and growing them are paramount to financial success. So, what do we recommend to reconcile this dilemma?

Consider one of our more popular sales incentive program designs, in which our client awards its customer with redeemable currency only after that customer achieves some baseline level of activity (e.g., last year’s purchase volume). While this design can be financially attractive to the client, it can also pose a risk. And that risk is that the customer can lose interest while he or she is working toward the prescribed threshold.

This is where the lesson about growth comes in. Through regular progress reports (via email) and stylized graphics (e.g., gas gauges, thermometers, etc.) on the program web site, we can help the client communicate with their customers on how they are progressing (or growing) toward the threshold that will enable them to earn incentive currency. We’ve found that these techniques leverage the program’s participant’s natural interest in growth – and keep them engaged.

And once the customers have passed their thresholds, both they and the client are in a position to enjoy the benefits of growing together.  Want to talk about growing a healthy, lush sales incentive program?  Contact us here to find out more.

Safety and Wellness Incentive Programs on the Rise

According to the inaugural 2014 Incentive Safety and Wellness survey by Incentive, budgets for safety and wellness incentive programs are increasing.  The survey also found that the primary reason behind companies’ expanding investments in safety and wellness is program effectiveness. Nearly three quarters – 73.5 percent – of respondents viewed their safety incentive program as… Read more »

Employee Recognition – All Aboard

I just completed a webinar for a prospective client for an employee recognition program.  The beginning of the call went well, which by my standards means it was an interactive discussion of the many parameters that constitute the construction of a successful employee recognition program.  As we reviewed the participant shopping experience provided by IncenTrac™… Read more »

Seeing Clearly Now – the First Step in Incentive Program Design

Even folks who have never been to Los Angeles are probably familiar with the area’s reputation for periodic bouts of smog. But there’s another side to the air quality in Southern California that those who live here enjoy. And that’s the brilliant blue skies and crystal clarity that follow the storms that roll off the… Read more »

Building Trust with Program Communications

The design of any recognition or incentive program should be based on thoughtful consideration of the program’s purpose and potential for positive change.  Clearly defined, measurable objectives further increase the odds for successful results.  In addition, you must employ effective program communications to inform, engage and motivate program participants. QIC’s IncenTrac online points platform is… Read more »