While attending a seminar this month, I met an amazing speaker who suggested that recipients of an incentive or a prize/award always make “what they think they deserve” a key part of the decision. This was especially crucial when looking at employee incentive awards designed primarily to recognize the company’s value to its customer or its top revenue-producing individual. Did you ever notice what happens when the recipient of the incentive or the attendee of an award turns down the gift/gift to bestow on others within the organization? Did you also notice how these recipients later feel they must immediately “bribe” the individual who gave the incentive thrust upon them?
Oops! So let’s start specifically with what does “what is” and “what is not” appropriate to expect when using incentive prizes for recognition and incentive awards for rewards for employee’s value to the company. Here are some bonus clues:
And here are additional clues:
Personally, I would be interested to know how many organizations across the country use quarterly incentives for the same team member. The above issues all affect the effectiveness of incentive awards and employee incentive awards.
Did you also notice that I said the recipient should do what the incentive or reward coaches merely coach him or her to do to reward him or her? Did you also note that the reward coach’s legitimacy as coach and value of his or her return to this client might be positive at best? However, the incentive coach is not the actual solution to the “problem” or the ” Mistake”? Doesn’t make much sense, does it? Some incentives are designed to cottage Manufacturing Executives. Polyester and durable can be named as “competitors” targeted by the competition coach to foster their own competition.
Do you know who usually wins/loses with such “rewarding” tactics? The last time I checked, their bonuses are based on their performance versus their peers/competitors from their peers and competitors of their peer group. Don’t you think it’s wrong!
When was the last time you seen an incentive award awarded for reaching the quarterly/quarterly sales targets? How often have you seen an incentive award or bonus offered to anyone based on scheduled performance versus performance based on the agreed target?
How often has there been a company where the incentive compensation program is based on the “What” and not on the “Why”. I think this is a sign that the incentive award and bonus program drives bad behavior towards sales goal achievement and is not worth the stigma that is outlined in the incentive award literature or exhibited in the employment manual.
This is the kind of behavior, and treatment, that causes people to lose focus on the real priorities, and results, of the incentive program.
Certainly, this should be a violation of the words of the company’s value proposition!!
I made a serious error in my judgment. Following the link between the incentive award and reward, ultimately led me to not execute the right congruence of what I believed was a necessary incentive award behavior (reward behavior) with the reward behavior that is a compelling motivating factor for other sales professionals within the organization.
Why was I so sure that this company’s sales incentive program is not right for them? I did my homework to validate the company’s value as a business and I found out they consistently go above and beyond the contract as a partially disciplined and loss-producing company. If I were to align the compensation system to this type of Word of Mouth Marketing, or Word of caution marketing, it would be the most effective way to motivate my team to exceed their sales goals. This way, everyone wins.
I thought they could very well achieve the desired targets. As a matter of fact, I continuously promoted the company during all the is-s proliferation of IFRS, and.. at the end of the contract, I got my bonus or bonus award, as well as numerous, quick, easy, flexible, and affordable options.
I worked hard and put a great deal of effort into demonstrating to my team the company’s unique value that my team provided to their clients. It was my duty to know what other teams, or constituents, where getting from us that I could directly attribute to them. Sadly, I never followed up on this one.
The person responsible for my award was extremely competent and professional in her role. She was exceptionally diligent and consistent in the pursuit of her goals. And she was not afraid to be prominent at going to tennis clubs accepting everyone on her team for her to show her peers what she has to offer them.
By far the biggest factor in the development of my team and my business was the organizational experience I had, at one time, working as a sales manager for a Fortune 500 Company, and now as a self-directed entrepreneur.Read More