Specializing in performance improvement through distinctive incentive awards.
 

The full service program design process

 I.    Determine Audience

A.   Employee group/sales force/distributor principal

B.   Identify actions needed

C.   Identify whom to motivate

 II.   Establish Objectives—What is the program designed to accomplish?
A.  Soft Objectives: morale; loyalty, relationship
B.  Hard Objectives: quantifiable
C.  Realistic/attainable
D.  Rule-of-thumb: 13-18% increase
E.  Recommend maximum of three objectives

III. Timing

A.   How long will it take the audience to meet the objectives?

B.   Averages:

ö 3 Months - employee program

ö 6-8 Months - a sales contest

C.   Announcement - conference/direct mail (video)/sales meetings

 IV. Strategy/Rules—The route toward accomplishing the program's objectives

A.  Equitable - percentage increase
B.  Simple
C.  Easy to track
D.  Directly linked to objectives

  V. Budget/Measurement

A.  Self-liquidating
B.  Profit-generating

C.  By dollar sale
D.  By units
E.  Cost of program

1. Up-front costs: promotion, deposit
2. Most costs not incurred until incremental sales goal reached.
 

  VI. Create the Award

A.  Extraordinary
B.  Meet budget requirements
C.  Matches demographics/psychographics of audience and image of corporate sponsors
D.  Types of Awards

1. Merchandise

2. Travel - individual

3. Travel - group

E.  Site inspection - to pick the correct destination.

VII. Choose Promotional Tools

A. Multi-load debit cards

B. Single-load gas/gift cards

C. Variable game cards (scratchers)

Note:  No minimum group size required to offer a viable travel sales incentive. 

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Web site designed and maintained by Carolyn Burns Bass, Word*Art Solutions: www.wordartsolutions.com
Copyright © 2004 Global Incentives
Last modified: 07/21/04