3 Reasons Why Incentive Programs Fail to Increase Field Productivity

Rallyware for Human Resources

In order to keep workforces engaged and drive their continuous growth, companies need to thoroughly approach the development of impactful incentive programs. What kinds of incentives drive field productivity in 2019? How to ensure that your company provides the right incentives.

Matching Incentive Promotions to Partner Personality Types


When it comes to the incentives that motivate us to work harder, we tend to respond differently based on our personalities. Sure, most of us greatly appreciate a generous bonus, commission or restaurant gift card in response to our achievements. Those same principles should apply as you’re designing the channel incentive promotions that are likely to motivate the people working for your partners, distributors, dealers, and others in the channel.

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An Unpopular Sales Incentive Plan Design Fiasco

Compensation Cafe

The new sales incentive plan was not well received. Their disapproval disappointed the corporate headquarters compensation experts tasked with the duty to faithfully but delicately comply with the incentive program guidelines supplied by the division's senior management.

The 5 Elements of a Good Incentive Plan

Compensation Today

Offering incentives is a practice that has seen increased popularity over the past decade. In PayScale’s 2017 Compensation Best Practices Report , over 60 percent of organizations surveyed said they give individual incentives, and nearly a quarter of them reported giving team incentives.

Delving Into Data

HRO Today

Three organizations share how they use people data and analytics to amplify business strategy. People analytics” has been a hot catchphrase in the business world for years, with data promising to revolutionize recruiting, talent management, and myriad other HR processes.

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Sales Incentives: Direct Sales vs Indirect Sales


What is the difference between sales incentives and indirect sales incentives? First, the main difference between sales (or direct sales) incentives and indirect sales incentives is who the salesperson works for. Is their employer the same company who makes the products they are selling? An example of direct sales would be a paper supply company selling to businesses who will use the products they purchased. Data Collection. Product Movement.

Cafe Classic: Are Your Compensation Plans on Autopilot?

Compensation Cafe

The Heaths share a story about trip wires from the world of rock and roll featuring Van Halen (and lead singer David Lee Roth), one of the first rock bands to bring major stage productions to smaller markets. The band's production design was astonishingly complex.

6 Things You Think Are True, But Aren’t (Compensation Edition)

Compensation Cafe

Incentive pay motivates people to perform. It has been sold to businesses that a great incentive program can motivate a person. Incentive plans are there to remind everyone of what is important and to reward them if they stay focused and achieve their objectives.

3 Ways to Use Data for Better Employee Engagement

Business2Community Leadership

If you’re looking to improve employee engagement and encourage a culture of happy workers, then try tracking and analyzing your employees’ data. When executed properly, data analysis can be helpful and responsible, not risky. Some employees may see this as being tracked, micromanaged, and surveilled, but it makes sense to gauge the morale and productivity levels of the people who represent the company. Improving Employee Engagement by Studying Data.

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You ARE Being Replaced by AI

Compensation Cafe

Base with a 31.69% target incentive level, based on the fourteen individually weighted metrics recently established by our big data mining exercise in conjunction with our actuarially-modeled best-case scenario using the recent new pricing model from that academic team at MIT.”.

Plan Design Laid Bare!

Compensation Cafe

Whether you are redesigning your base pay program or creating an incentive plan, it pays to learn from experienced colleagues, so I've included links to Compensation Cafe articles about each of these three best practices. Best practices for plan design?

Cafe Classic: The Truth About Great Compensation Design

Compensation Cafe

They make decisions that are based on productivity, not politics. But we can use this data to help us make our designs more practical, and if we're successful, compensation can finally become far more influential in the workings of our companies. Editor's Note: The truth hurts.


Compensation Cafe

An article was published last week with data from Aon Hewitt and Towers Watson that showed the annual pay raise is essentially dead (and in Towers Watson’s case, bonus pools will also be underfunded). Increases in pay will come from incentive plans, if they are funded.

Cafe Classic: Are Employees "Costs" or "Assets"?

Compensation Cafe

Such statements are usually a prelude to large executive bonuses, layoffs or plant closings. . Some data can be found in Recruiting and some in Learning/Development. They can also help estimate costs where data doesn't exist.

Baking is to Science as Cooking is to Art, Pay = Both

Compensation Cafe

Data sets, like great veggies or herbs, are often only available in small quantities at certain times of the year. The data sets are larger and less volatile. Incentive pay professionals are chefs. Many great bakers are average cooks.

Spring Cleaning Checklist!

Compensation Cafe

Bonuses are paid, last year's results are old news and grand plans for this year have been signed, sealed and delivered. Run your bonus plan(s)through the washer periodically. Organize to boost your productivity. Hoping to get started on data analytics?

Ignore Parity. This Ain’t NASCAR!

Compensation Cafe

This is because close competition is a big part of the product. I also guarantee that the best teams would not share their unique data. They would only share data in surveys if they felt it would misdirect their competitors.

Leading Vendors Announce Quizzify Partnerships to Satisfy Forthcoming Wellness Incentive Rules


The ruling upends the wellness industry by proscribing “voluntary” incentives for screenings and health risk assessments as of January 2019. Having safe harbor status is just a bonus.”

Drive Employee Motivation and Improve Productivity with Behaviour Monitoring

Thrive Global

Since the industrial revolution, companies have tried almost everything to increase employee performance and productivity. Let’s take a look at some of the ways behaviour monitoring can help you manage and motivate your workforce and increase productivity.

It's What You Say AND How You Say It

Compensation Cafe

The data collected during the experiment was then used to examine the interaction between performance pay and motivational language. Compensation Communication Incentives/Bonuses Pay for Performance employee engagement employee motivation employee productivity incentive pay Performance pay

OMG! You Were Right All Along!

Compensation Cafe

Remember that time you spent weeks modeling a new incentive plan only to have it shot down? It’s difficult to stand your ground when a CEO or department head pushes back on a new incentive plan. Sometimes we have better data.

How Are Salaries Affecting Millenial Engagement?

Compensation Cafe

The New York Times included an op-ed with data to support this statement, "People between the ages of 25 and 34 were earning slightly less in 2017 than people in that same age group had been in 2000." Base Salaries Compensation Philosophy Incentives/Bonuses Total Rewards

Unleashing Your Inner Scientist: Lab Mindsets & HR/Compensation Experiments

Compensation Force

Feedback can come via data or metrics that measure the impact of the treatment on individuals in the group; this could include things like voluntary turnover, engagement survey results, productivity or operating statistics, etc.

What Data Reveals About Unlimited Vacation


In Namely’s HR Mythbusters 2017 Report , we dug into our own data to see whether employees are really utilizing their unlimited vacation time—or if they are getting the short end of the stick. What We Found We took a look at all of the personal time off request data for 2016, and then segmented those requests by unlimited versus traditional plans. What This Means for HR Unlimited vacation is still an attractive benefit to recruit and retain employees, but the data speaks for itself.

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Corporate Social Responsibility, Corporate Performance and Executive Compensation

Compensation Cafe

Firms with CSR enjoy increased worker productivity, improved social reputation, brand image and product competitiveness. If you're interested in how the data set was constructed, what models were estimated, etc.,

Do You Have a Meretricious Merit Program?

Compensation Cafe

Automation and efficiency have increased productivity enough to make up for slightly less enthusiastic performers. But we’ve increased our incentive compensation budget!”, Too often our cash incentive programs do not payout rationally and in line with performance.

Conference Inspiration Sources – Many and Varied for 2018 (Part 2)

Compensation Cafe

By my observation, the T-Mobile portion of the presentation by Elizabeth contributed almost nothing to the presentation, except to set-up Jeff and his quite attention-getting pitch on behalf of the new PayFactors product Peer. . If accurate, a true revolutionary product.

Compensation Work and Skin in the Game

Compensation Cafe

Your company might respond with changes in pricing, product offerings, branding or its "go to market" approach -- but how quickly can it transform its workforce to deliver on these changes? Some fascinating work is being done around navigating human capital risk and uncertainty.

The Missing Piece of the Puzzle

Compensation Cafe

Solutions or interventions that are emotionally-driven rather than informed by facts and data. Programs that are the product of bad planning or execution, inadequate training, support, resources or poor communications.

Cafe Classic: 5 Lessons from a Failed Startup Applied to Compensation

Compensation Cafe

Too often we get caught up in market data, trends and the next great thing. Your company has a personality, culture and unique product or service to offer the world. Don’t be afraid to stand out from the crowd of beige plans and data that permeate so many industries.

Avoid The Summer Slump: Best Ways to Boost Your Employees’ Productivity

Recruiters Lineup

A study conducted by Captivate Office Pulse found that over the summer period, employee productivity drops by 20% and projects take 13% longer to complete. The heat alone is a major factor in reducing workforce productivity, as it makes it harder to focus. All of this results in July-August being two of the worst months of the year when it comes to employee productivity. However, there are some tricks to avoid the slump and increase productivity in the workplace.

Job Candidates: How to Win Friends and Influence Their Decisions to Join You

Compensation Cafe

The data shows that this comes in right up there at #2. Candidates want to know about your company's present strengths including stock performance, CEO style, new products, customer successes and so on. Everyone was impressed with the prospective employee.

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What Do You Do?

Compensation Cafe

Through a more modern and strategic approach to recognition, companies can fuel employee engagement, productivity, and ultimately drive business results. They may need help on problems with salaries, bonuses or a certain benefit.

Acing Your Next Executive Presentation

Compensation Cafe

It's the time of year for executive presentations with topics like handling the increase budget, allocating the bonus pool, budgeting for next year, doing more with less and/or introducing change. Brainstorm beforehand about ways the project could grow revenue, improve productivity, reduce recruiting costs or turnover to give the execs a solid case.

Performance Pay's BFFs!

Compensation Cafe

An article by Uwe Jirjahn published in Managerial and Decision Economics suggests that performance pay - whether individual based, group based or profit sharing - increases productivity only when it is coupled with a high-wage policy. Image courtesy of Wikimedia Commons.

Clearing Away the Cobwebs

Compensation Cafe

In the meantime, the work world has changed immensely in terms of regulatory policies, economics, workforce priorities, data analytics, productivity through technology and so on. Somehow it felt like time to hit the reset button, so I went looking for inspiration.

Cafe Classic: Unions, Recognition and Employee Engagement

Compensation Cafe

Editor's Note: Today's Classic features Derek Irvine with some data and insights about the importance of employee engagement - even (and some might argue especially) in a union environment. Incentives/Bonuses Pay for Performance Recognition