As an IC Director, a lot of responsibility falls on your shoulders to drive performance, build motivation, and clearly communicate this year’s IC plan.
With your annual launch or quarterly updates around the corner, it’s time to figure out how you will effectively communicate your plan or plan updates to the field.
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:
- Will your incentives be driving the right behaviors in your sales force?
- Will they be 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.
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 combine modern graphic design with behavioral science to help companies craft communications that get them results. We have designed communications for thousands of incentive plans and helped many companies achieve success. Let us help you!
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