When meeting with a new retail client today the subject of incentives and if to offer them came up. I was reminded of this posting from a few years ago and searched for it. Upon reading this I decided to re-post it for others out there that may not have seen it, and to serve as a reminder for those that have.
Everyone filters all requests through WIIFM. (What’s In It For Me?) Once business owners and managers realize that, they tend to think differently when structuring special incentives for a specific task to be completed, like hitting a goal. Incentives do not have to be monetary, although those seem to be ones that work the best. We find that when businesses offer some % of all sales over the goal to all of those who contribute to hitting the goal, that magic happens.
You will notice a level of teamwork that before was just lip service. When people have a common goal, and work in harmony towards it, they hit it. It’s not Rocket Science. It Works!
Results Tracking And Feedback
How exciting would any sporting event be without the goal to attain, and a score sheet of some kind to keep an eye on? You may wonder, why do people always compare sports to selling?
Remember the statement made above; The proper goal will cause your people to produce more than they would otherwise, to be better than they might have otherwise been. When the goal is to cause people to do more of anything, you run the risk of encountering resistance at first, the potential for disappointment along the way, and then discouragement when things don’t happen immediately.
Keeping everyone going, when the going gets tough, is tough. Here’s where you can use your goal tracking to motivate those that are falling behind before it is too late. When you catch your friend with only one foot in the quicksand, the rescue is much easier than when the quicksand is up to the shoulders.