One of the biggest mistakes companies make during the creation of an incentive and recognition program is the lack of well defined rules. Those who are tasked with designing a sales program tailor it around the company’s compensation structure. This is a big no-no. If your comp is not returning the results you are wanting, why do you think an incentive program designed the same will?
When designing how your participants will earn awards or what we refer to as “rule structure”, you need to focus on behaviors. Example: For your sales group, target your best performers, the ones that are doing “it” the right way. Who are they? And most importantly, what are they doing to be so successful? Focus on how they target new customers and what their plan is. Inform the team of these desired behaviors and then reward for doing it.
For non-sales groups like your customer service, technology and administrative groups, focus on behaviors like collaboration, excellent documentation, analysis, and financial aptitude. Again, find those individuals or teams that are getting the job done well, and then reward those who adapt these new behaviors.
Sound simple? It is SIMPLE, but it is not easy. Keep working at it. Track your results and continually look at how you can make it more exciting and MORE SIMPLE. And again, focus on behaviors and improvement.
Remember, there is a science and an art to designing a successful program. The science is the creation and design of the rules and the art is the fun. Yes, the fun! Make your program fun – and engagement will skyrocket.
My article Accelerate Recognition to Accelerate Profits discusses the importance of a behavior-based rule structure. What has been your most successful program? How did you go about designing your rule structure?
