Canon DC22 User Manual download pdf (Page 3)

What’s My Motivation?

Don’t over-think the reward. Most top performers are

self-driven.

“When I’ve had the opportunity to run focus groups for

high-earning salespeople, so much of what motivates them

is the challenge itself and the recognition of being No. 1

when the competition is stiff,” says Tim Houlihan of BI.

“I remember one guy asking how high the goals in a

program would be? ‘How high do you think they need to

be?’ I asked. He said he’s typically at 120 percent of quota.

‘Whatever the top level is, I’m going for it.’

“When he said that, I immediately knew that

he is a guy who competes against himself. He just

wants to be challenged. It’s sad to say, but it really

wasn’t about the rewards at all. It was all about his

intrinsic motivation. But if he could connect his

own personal goal to achieve something above

and beyond with a lifestyle item that he couldn’t

afford or wouldn’t afford, it would be icing on the

cake.”

Medtronic Knows

How To Pamper Its Stars

Count Medtronic, a world leader in medical technology, among

those companies that prefer to reward top-performing, high-

salaried salespeople with merchandise and travel rather than

cash.

“Participants actually like it better than cash and it doesn’t

conflict with our compensation program,” says Jane Kopp

Houlihan, a sales analyst at the Minneapolis-based FORTUNE

500 Company. She is responsible for setting sales quotas,

completing revenue trend analyses, and overseeing sales incentive

efforts for more than 100 highly compensated sales reps.

Medtronic has used BI’s AwardperQs program to motivate top

performers for the past three years.

The company’s compensation director told Houlihan in

a note that at least 10 sales reps approached him at a recent

conference to express how much they enjoyed the AwardperQs

program.

Medtronic also has awarded a top salesperson a $1,500

HDTV, a $20,000 Harley Davidson bike and numerous

trips. They also have held drawings for a Harley Davidson

and HDTVs. “The drawings create a lot of enthusiasm and

excitement, but the downside of a drawing is that someone with

only one ticket can win the big prize while the hard-working rep

with 30 tickets can go home with nothing.”

Feature Story

3 Things to

Remember

Some people like Yanni.

There’s no accounting for taste, so avoid

the one-reward-fits-all approach. BI Senior

Vice President John Jack’s favorite answer to

the riddle, why did the chicken cross the road?

Only the chicken knows.

Experiences can’t be duplicated.

Travel is a popular incentive for high earners

because it’s the ultimate indulgence. Houlihan

says travel is often thought of as “more savoring.”

Be sure to provide something more than tickets

to a destination, however. Create an experience

that can’t be duplicated.

Don’t drag it out.

A tendency when using expensive rewards is to

lengthen the incentive program’s time frame.

That’s a mistake, says Houlihan. The trip to Maui

for top performers at the end of the year is more

recognition rather than incentive. “It’s hard to

keep people engaged in something for a full year.

Very few people in our society pursue long-term

goals.” Allowing participants to accrue points

from several three-month programs will produce

better results.

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wants to be challenged. It’s sad to say, but it really

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