Author: Rob Miklas

At Quality Incentive Company, Rob is responsible for leading the company’s business development efforts in both the employee recognition and sales/channel arenas. He has more than 10 years of experience in the recognition and incentive industry, having served as president and CEO of Atlanta-based Loyaltyworks before joining QIC in 2011.

Incentive Program Design – Take Aim with these Best Practices

Incentive Program Design – Take Aim with these Best PracticesThose of you who have read this blog with any regularity may remember my post entitled Website Demolition and Incentive Program Design. In that post, I reference a great article about web site design and compare it to incentive program development.

Well, I’ve now found a companion piece to that article – This is not for you, by Steven Dennis. Once you read that particular blog post, you’ll definitely get the fact that I enjoy sarcasm! And while the tone of This is not for you is sarcastic, its message is clear. And that message is that the best marketing plans are those that speak directly and specifically to a target audience. If one tries to reach all audiences with the same message, the result is dilution and ineffectiveness.

The same holds true for recognition and incentive program design.  In order to be effective, these programs must identify the specific audience (i.e., participants) whose behaviors can actually impact the desired business result. Then the key performance indicators and award rules must be developed in such a way that they are relevant (or meaningful) to that audience.

And here’s where the link to my prior post comes in. In that post, I suggest that “. . . for a program to be successful, the sponsor should remember that it cannot just provide a solution to a particular business challenge or opportunity. It must also fully meet the participants’ interests, needs and desires.” That recommendation should be kept top of mind when developing KPIs and award rules that will be relevant to the targeted audience.

So, in summary, the lessons to be learned from these articles are really pretty simple.

1 – Make sure that the program participants you select (or target) are those that can really impact your business objectives.

2 – Make sure that the KPIs and award rules you develop are relevant to those participants.

Your program will be much more likely to succeed if you satisfy these important conditions. Other best practices are available here, and as always, we invite you to contact us for assistance – or to learn more.

Program Design: Balancing Meaningful Budgets and Measurable Expectations

Our sales team recently worked on a channel sales opportunity that highlighted the importance of program design – specifically balancing the program budget and participant expectations. The key to success in this process is to understand and reconcile the following factors: the value of expected incentive earnings that will be meaningful to the program participant,… Read more »

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

I 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… 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 »

Incentive Programs-One Piece of the Performance Puzzle

Many of QIC’s channel sales and customer incentive programs are business-to-business (B2B) rather than business-to-consumer (B2C). Both types provide insight, however and recently I was intrigued by two B2C items that came to my attention: Loyalty Programs Don’t Drive Loyalty; Customer Experience Does – by David Jacques, Customer input The Loyal Treatment, Maximizing Customer Value… Read more »