MODERN SALES
The Truth about Incentives
By Warren Kennaugh
I
magine the scene - you’re in
a meeting discussing how to
get better performance from
your workgroup, sports team
or employees…. AGAIN. You’ve
tried recruiting over priced
‘talent’ and you’ve invested in
training interventions but both are
expensive and neither lives up to
the promise.
They are perceived as a reward for
work already done so the reward
- should it come - closes out their
obligation for high performance in
the future. Bonuses don’t always
drive forward positive behaviour
- especially when the expected
reward doesn’t materialise, is not
as much as expected or is not
considered ‘fair’. But what’s ‘fair’?
What about incentives? Some
funky innovation fund or new
structured bonus scheme is bound
to get everyone’s productivity juices
flowing - right? Act Յ