As an IC Director or an IC Manager, a lot of responsibility falls on your shoulders to drive performance, build motivation, and clearly communicate the new IC plan.
So, you just finalized and launched your 2018 IC plans, but its not over yet! With the first plan period kicking off and the second just around the corner, it’s time to see how they were received by the field, if the communications used to deliver them were effective and if they are driving the right behaviors amongst your sales force.
With over 20 years of successfully communicating incentive plans, we have learned a lot.
One of the most valuable lessons has been that a plan is only as good as the communications used to deliver it. If your sales team does not understand their plan then they are less likely to accept it, less like to trust it, and less likely to leverage its power to drive sales. This can lead to diminished performance and frustrations amongst the field.
Now is a valuable time to ask yourself:
- Are your 2018 incentives driving the right behaviors in your sales force?
- Were they communicated in a way that drives understanding, buy-in, and value?
Think of it this way: you can design the best performance jet in the world but if people don’t understand how to fly it, that jet isn’t going to get them anywhere.
It’s not too late to ensure your 2018 plans are understood. Every plan period is a new opportunity to dial your plans in towards field buy-in and increased sales. In fact – now is the ideal time to conduct an audit and see what is and is not working.
So how do you ensure that your plans are understood and that they drive the behaviors that mean success for your sales team, your organization, and yourself?
Leverage behavioral science!
Behavioral sciences such as psychology, sociology, and behavioral economics help improve organizational communication and drive both action and behavior change. These cutting-edge scientific concepts are currently being used heavily in consumer marketing with positive results – and now they are being implemented by many companies as part of their internal employee communications. Behavioral science can help you communicate your plan to drive greater buy-in, increase motivation, and get your sales representatives to change their behaviors.
At the Lantern Group, we conduct field audits to understand what the sales force thinks of the plan and how well they understand it. We also combine modern graphic design with behavioral science to help you craft IC communications that get results. We have designed communications for thousands of incentive plans and helped many companies achieve success. Let us help you!
Email us at firstname.lastname@example.org with the subject “Free IC Webinar” and we will set up a free 1-hour workshop personalized to you and your plans!