Tag: channel sales incentive programs

When a Plan Comes Together

incentive program planIf you’re old enough to remember the 1980’s television series The A-Team, you probably recall Hannibal, Faceman, B.A., and Murdock always escaping the tight spots they found themselves in.  On the run for crimes they didn’t commit, they survived by hiring themselves out in the defense of average folks fighting some form of local oppression and corruption.  After bringing about deliverance and narrowly escaping the MP’s, Hannibal’s famous “I love it when a plan comes together” line was inevitably delivered.

At QIC, we appreciate a good plan.  Hang around our blog (or us) for any time at all, and you’ll discover that we emphatically appreciate a good plan.

A good plan is critical to mission success.

The Incentive Research Foundation (IRF) agrees that successful incentive and reward programs are the result of good planning and sound program design.  In a recent study entitled “Designing for Successes: Effective Design Patterns for Channel Programs,” several noteworthy design patterns are identified which contribute to effective non-cash recognition and reward programs.

Why is this relevant?  The IRF points out that most U.S. businesses now use non-cash awards.  Top performing businesses (highest growth revenue, customer satisfaction, employee satisfaction) also say executives support their non-cash recognition and reward programs as a competitive advantage.  That being true, as the IRF states, “there is now an imminent need to understand how to create effective incentives and reward programs.”

A recent Incentive Federation study showed that almost half (43%) of businesses used non-cash channel reward programs.  In terms of effectiveness, IRF case studies have shown that non-cash channel programs can increase total revenues by 32%, increase market share by 30%, and increase net operating income to 19% of revenue.  The key is in program planning and design.

Where do you get a good plan?

Take time to read the IRF study, which contains 10 design elements.  We also invite you to read QIC’s channel incentive program best practices guide.  One crucial element given in the IRF study is related to program support and administration.  Top-performing companies are more likely to engage outside partners for their expertise – going beyond their internal silos – to run the program.

Like A-Team voiceover –

“If you have a problem, if no one else can help, and if you can find them, maybe you can hire … the A-Team.”

By the way, we’re available.

Registration is Key to Program Success

Regardless of the type of incentive or recognition program being designed, a key element of a successful program is successfully registering your targeted participants. In a recent blog by Roy Bergameska of Deluxe Corporation called “Reward Program KPIs: How to Measure Registration Success,” the author tackles this key element to getting a program off the… Read more »

Whether your Mission is a Comet or Motivation-Tracking is a Necessity

Getting to a comet from Earth doesn’t happen overnight, but most Earthlings would be fairly pleased with the distance between themselves and the massive objects in our solar system. And if your destination is 67P/Churyumov-Gerasimenko, the trip would take you over seven years. Most scientists would consider the time a worthy investment for the knowledge… Read more »

Incentive Programs in a Connected World

If you are a regular reader, you may have noticed that several of our blog entries stress the importance of effective program communication within any incentive program.  Whether you are awarding years of service points in an employee recognition program or communicating your latest sales promotion within a channel sales program it is important to… Read more »

Taking Incentive Programs Back to School

As I travel around the country these days, I encounter the unmistakable signs of the “back-to-school” season – more traffic, football games, advertisements for school supplies and less crowded airplanes, just to name a few. It’s been a couple of years since our family has experienced this rite of passage first-hand – and I must… Read more »