FEATURESTORY

The Thrill of the Chase

Holding out rewards as inducements for increased performance is as old as the sales profession itself, but experts warn managers not to disregard the thrill of the pursuit.

Claudia Senik, professor of economics at the Sorbonne (the University of Paris), believes that the struggle for a certain achievement may offer a peculiar reward all its own.

Senik found that when people aspire to a better quality of life within the next 12 months, the attempt to reach that goal alone - the anticipation independent of the outcome - seems to bestow happiness in the present. "For the basic person, there is pleasure in progress," she says.

What does it mean for sales incentive programs? Managers must ensure that the pursuit of sales goals is as much the focus as the celebration of attaining them. An enthusiastic program launch and regular communication with participants - including updates on their achievements - will produce optimum results.

 

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