3.1. Establish a schedule
It is important to establish a schedule . You and your colleagues need a time frame.
3.2. Define the actors
In addition to the time frame, ask yourself the question: who does this incentive concern ? Is it the sales team, HR, or a specific team? And even more so your activity, your reward will concern which generation? A majority of young people without children, a majority of parents? All generations: X, the "Millennials", Z, not the same sensitivity , the same apprehension of a reward . Who will lead? A colleague, the hierarchy, each pole of the company for each of its teams? Depending on your choices, the impact will not be the same. You must not miss out on this lever of motivation which can influence your activity, your turnover.
3.3. Set clear goals
Once the framework is set, look at the context and the objectives, be clear in the objectives of the challenge: boost sales of a product/service, launch a new offer... Use a SMART method to do this .
To delve deeper into the subject, we have also prepared this article for you: The usefulness of SMART objectives for your marketing .
incentives-motivation-sales-team-SMART mmio
3.4. Ensure the launch
The launch of the challenge must be scripted . No need to dazzle your teams, but make your mark (always within your means!).
For example, mix in a bit of humor, or music, your speech must be fun, precise, original, it is important to arouse the desire to participate , while remaining professional.
Creating excitement around rewards is also a good way to arouse the curiosity of your employees, who will wonder what you have in store for them. Leave a few clues, and gradually reveal what the reward(s) will be while maintaining the mystery.
You can also reveal from the outset what is planned if the objectives are achieved.
3.5. Recall the objectives and the regulations
In every game, there is an objective and a rule . It is important to america cell phone number list remind your colleagues of this! Because, even if it is a “game”, everything must be done in compliance with and understanding of the rules.
They should be able to easily view the rules and track the results . A shared document is the minimum but to go further you can:
create an ephemeral site
put up posters in your business with all the information they might need during the game
create a Facebook page dedicated to this game (group) …
3.6. Plan recovery actions
When you launch a competition that will last a while, motivation may run out of steam. To prevent this from happening, think of actions to liven up the challenge and actions to relaunch it if necessary : mini-game, announcement of intermediate results, small animations, etc. So many ways to give a second wind to an animation that is losing its rhythm.
3.7
Who says competition, says performances , prizes and rewards ! But how do you choose rewards that would really please your teams? To do this, you need to know the profile of your salespeople. Ned Herrmann, an American researcher, provides a solution.
Drawing on research on brain function by neurobiologists, this American researcher has linked brain lateralization and information processing. He has demonstrated that individuals "select" the stimuli that trigger their actions according to their "brain preferences".
“ Based on this approach, Ned Herrmann developed the HBDI® questionnaire (Herrmann Brain Dominance Instrument®), which, after processing, produces a person's "Brain Preference Profile®". Thus it becomes possible to understand how professional choices , the way of working , learning , managing and communicating .
Ned Herrmann developed a grid that works like a simplified map of the human mind.”