Inspired Incentives

Matt Slane

Recent Posts

Sixty's the New Twenty

Posted by Matt Slane

Thu, Dec 29, 2016 @ 11:30 AM

In the early 1900s, economist Vilfredo Pareto observed that 80% of Italy’s wealth was held by 20% of its population. In business, the Pareto Principle has come to describe how 80% of a company’s sales will often be derived from just 20% of its customer base, and how 80% of a company’s sales volume will be generated by just 20% of its sales force. As a basic principle, this is all well and good, but when a company starts to put too much stock in its top achievers, it risks losing out on a big portion of incremental sales. In fact, according to Matt Harris at the Incentive Research Foundation, much of a company’s incremental sales may not in fact come from the top 20% of their sales structure, but rather from the group that lives in the middle 60%.

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Topics: Performance Incentives

Why do incentive programs fail?

Posted by Matt Slane

Thu, Jun 12, 2014 @ 11:24 AM

“The single biggest problem in communication is the illusion that it has taken place.”
― George Bernard Shaw, Leadership Skills for Managers

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Topics: Incentive Marketing Strategies

New Research Shows that Non-Cash Incentives Work Best

Posted by Matt Slane

Tue, Oct 08, 2013 @ 03:25 PM

I was recently speaking with a prospective client who is looking to grow and motivate his sales channel, and the topic of cash vs. non-cash incentives came up.  Like any good professional in the incentive business would, I responded by telling him about the many studies that show non-cash programs outperform cash incentive programs.

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Topics: Non-Cash Incentives

Sixty's the New Twenty

Posted by Matt Slane

Mon, Jun 24, 2013 @ 04:00 PM

In the early 1900s, economist Vilfredo Pareto observed that 80% of Italy’s wealth was held by 20% of its population. In business, the Pareto Principle has come to describe how 80% of a company’s sales will often be derived from just 20% of its customer base, and how 80% of a company’s sales volume will be generated by just 20% of its sales force. As a basic principle, this is all well and good, but when a company starts to put too much stock in its top achievers, it risks losing out on a big portion of incremental sales. In fact, according to Matt Harris at the Incentive Research Foundation, much of a company’s incremental sales may not in fact come from the top 20% of their sales structure, but rather from the group that lives in the middle 60%.

Read More

Topics: Performance Incentives

Feeling Static? Maybe It’s Time to Personalize Your Channel Engagement Program

Posted by Matt Slane

Tue, Feb 26, 2013 @ 12:00 PM

The direct mail industry has gone through numerous changes over the years.  The old mantra of mailing millions of static pieces with a “see what sticks to the wall” approach- and hoping for a 1-2% response rate, is being replaced by a more targeted and interactive approach.

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Topics: Incentive Marketing Strategies, OnDemand Awards, Channel Incentives

Can Your Channel Incentive Program Benefit from a Holistic Approach?

Posted by Matt Slane

Fri, Jan 25, 2013 @ 03:00 PM

It’s mid-January and for many, the New Year’s resolutions we made have already started to fall by the wayside and retreat to the back of our minds.  Personally I have decided to take a holistic approach to my goals this year.  

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Topics: Performance Incentives, Performance Improvement, Loyalty Programs, Incentive Marketing Strategies, Channel Incentives, Goal setting, Employee Motivation

What to Consider When Choosing a Sales Incentive Program

Posted by Matt Slane

Wed, Oct 17, 2012 @ 02:43 PM

 

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Topics: Performance Incentives, Non-Cash Incentives

New Research Shows that Non-Cash Incentives Work Best

Posted by Matt Slane

Fri, Jul 13, 2012 @ 12:07 PM

I was recently speaking with a prospective client who is looking to grow and motivate his sales channel, and the topic of cash vs. non-cash incentives came up.  Like any good professional in the incentive business would, I responded by telling him about the many studies that show non-cash programs outperform cash incentive programs.

Read More

Topics: Performance Incentives, Channel Incentives, Non-Cash Incentives

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