SalesForceXP: March/April 2009 Coverstory: I Want It All And I Want It Now

COVERSTORY

SalesForceXP March/April 2009 Cover I Want It All And I Want It Now

by Paul Nolan

Managers favor instant gratification systems to drive short-term objectives

Companies haven't abandoned long-term sales objectives and processes, but the economic downturn has many sales managers emphasizing short-term accomplishments more so than they did even a year ago. To that end, they are using recognition strategies that provide a quicker payoff.

BI, a business improvement company that serves Fortune 500 clients, says two of its instant reward vehicles have become increasingly popular since the economic downturn as companies look to do more with less and keep nervous employees engaged and motivated.

Both ThankQ Express and Awardgame are non-monetary reward systems from BI that allow incentive program participants to earn points that can be instantly redeemed for merchandise online. While either system commonly is used over a period of three months or more, program participants are more apt to redeem for merchandise each time they are recognized.

"We had a lot of customers who didn't want to run a program where you accumulate points over longer stretches of time," explains Steve Huffman, director of BI Recognition Services. "Many businesses today have a single issue they want to drive and they need a tool that enables them, in a cost-effective manner, to reach out and solicit to that particular audience."

An additional advantage both Awardgame and ThankQ Express is they can be launched on short notice - usually within 30 days.

These incentives can also be used for goals beyond selling. A major faucet manufacturer used Awardgame to increase its reps' participation in e-learning courses. Course completion went from 25 percent before the program to 80 percent once it was launched.