You’re probably familiar with the phrase, “The best defense is a good offense.” While it’s often trotted out in the context of sports—suggesting that the best way to protect your team or your goal is to go on the offensive—the world of sales is also no stranger to these types of metaphors. Just look at sayings like “the ball’s in their court” or “this deal is a home run.”
Wed, Sep 26, 2018 @ 11:00 AM
Fri, Dec 21, 2012 @ 09:45 AM
During the holiday season, you will undoubtedly hear stories of employees who have gone above and beyond the normal call of duty to provide the best possible customer satisfaction. Often times, these good Samaritans are called upon to help a distressed patron who is short on time, money, or luck. In other situations, these professionals simply decide that customers deserve exceptional service and take it upon themselves to do what is necessary. In either case, these inspiring examples demonstrate that caring for customers goes hand-in-hand with better business.
Thu, Sep 06, 2012 @ 11:00 AM
As defined by Rajat Paharia, Founder and Chief Product Officer, Bunchball, Gamification is the integration of game mechanics and theory into non-game applications and processes in the workplace. Simply put, the concept applies a game-oriented approach to non-game activities, making them more engaging. Game mechanics motivate participants to get involved and solve problems.
Thu, Jun 14, 2012 @ 10:14 AM
Earlier this week, we explored two of the most challenging aspects of running a channel incentive program – how to maximize a partner program budget and how to keep things fresh without needing to reinvent your strategy ever quarter and year. As I said in my previous post, the challenges I outlined last week and the ones I will detail in this post come from the real experiences of some of my clients, and I believe that finding innovative solutions to these problems can make any channel incentive program successful. The other two challenges are:
Thu, May 24, 2012 @ 11:29 AM
One of my clients is a leading manufacturer of hearth products, and we’re running group travel and points-based strategies for them targeting principals and sales reps across their distributor and dealer channels. Increased sales and mindshare are important lagging indicators with any program, and we’re seeing good traction in these areas as the programs mature, but it’s also interesting to observe how a well-structured incentive program can drive secondary and tertiary behaviors. In the construction of ROI analysis, these leading indicators are often ignored or downplayed, yet they can and do lead to stronger channel partnerships, a more educated indirect sales force, and other positive business generating behaviors.
Tue, May 08, 2012 @ 02:50 PM
I was at a function recently and there was a person there who brought up the difficulties associated with channel programs. As she explained to the group of us, she really wants to roll out a channel incentive program, but the channels she would be rolling it out to don’t want to support it. The problem in her particular case is that the channel’s principals do not want their partnering manufacturers to offer channel incentive program to their employees, which she believes would be favoritism. After explaining her difficulties she asked me “what do I do when the principals don’t want to participate?”
Fri, Apr 27, 2012 @ 01:06 PM
One of the biggest challenges that companies face today is the fact that many people only stay at their current jobs/roles for less than five years. As someone who has been in the incentives industry for many years, I know firsthand what a high turnover rate can do to incentive and loyalty programs. Once I establish a relationship with a new client and help them create an incentive program, I encourage them to follow a few of the best practices I have observed over the years when it comes to ensuring the success of a rewards program.
Tue, Apr 24, 2012 @ 10:46 AM
As someone that sells incentive programs, I often share concrete examples of how non-cash incentives provide a differentiator from the competition. The stories keep coming as more and more people realize the fact that ROI for non-cash incentives far outweighs the ROI potential of cash incentives. To use one example, I heard recently about a particular dealer who had never purchased a certain product category from my client before who is now shifting his business to earn points. The client projects that this will probably equate to $50-60k in new business, and it's a double win because not only does it mean more sales, but the sales are in a higher margin product category. That story is just one of many examples of new business being generated through a rewards program, but there are other benefits as well. Consider the following story of a current customer:
Fri, Mar 30, 2012 @ 09:39 AM
Wed, Mar 28, 2012 @ 02:26 PM
Over the past several months, we’ve been blogging about how important incentives are – whether as a way to motivate your channel partners or to reward employees with a group incentive trip. We believe that the results speak for themselves, but to illustrate that point even further, we set out to do some research to see what other industry experts are saying