How to Develop an Action plan for your business that works in every sort of environments? A program that works for all distributors and all stakeholders takes time to plan. It involves doing surveys, getting information, segmenting, determining the budget and putting in place an action plan that uses all the levers of motivation.
You need to think about your upstream distribution network incentive programs and not just merely assign gifts for sales that would or would not have occurred without an incentive.
The question is how to help your distributors improve their relationship with your organization. The starting point of your program must be the development of an action plan that starts by clearly identifying the objectives.
Your success and the success of your distributors in the program depend on a well thought out plan with a clear goal. We must understand what problem we are really trying to solve. Simply saying that you want to increase sales is not a real goal. The real question is how to increase sales? What should be done differently in this new program? Do we need additional training? Are your network managers sufficiently focused on helping your distributors succeed? Or are hundreds of un-managed commercials not participating, and without them you cannot reach your growth goal?
Once you have identified the real issues of your incentive program and you have specified its goals, you can move on to the actual planning of your program. The following is a list of priority items to be checked during the organization goals achievements.
Tips to Develop an Action Plan for your Business
- Your incentive must comply with current tax regulations
Find out more about legislation for taxing incentives in your country.
In France, the tax treatment of grants was clarified by inter-ministerial circular dss / 5b / 2012/56 of 5 March 2012. For example, wage and employer expenses are payable on 46% of the amount of grants paid to your own employees.
- Look after the rewards of your Incentive
Your rewards must depend on your goals and the structure of your program. Are you addressing a population of low-income telemarketers for whom a challenge is primarily used to earn gift certificates to fill the caddy? In this case, give priority to gift vouchers.
But in general the gifts that have the most impact are experiences (trips, stays, and tastings).
- Develop a strategy for your Incentive
The strategy to adopt during your incentive program may vary depending on the overall motivation strategy of your company and the participants.
Participants should be defined and segmented according to region, hierarchy, participation in other programs of the company.
- Your network incentive must be supported by good communication
Too many motivational programs fail because they cannot get the participants involved. It is about building a communication that touches all the participants as often as possible and that is relevant and personalized. This requires the development of a detailed communication plan that specifies who publishes what and when.
It is a question of guaranteeing a continuous flow of communication and animation throughout the duration of the challenge and to ensure that the enthusiasm continues. That’s how the program will have a real impact on your business.
We also advise you to delegate the animation as much as possible to the field management, who knows better its salesmen and who can really personalize the animation.
- The success of a network incentive depends on quality content
As with any marketing operation, it’s about producing regular and interesting content to keep attendees interested and get them back for more content.
Suggest videos, FAQs, Success Stories, quizzes, testimonials…
A challenge is the perfect opportunities to offer training content that will help salespeople achieve their goals. Look at what is the most successful content and offer more of this type.
- Intelligently integrate the tools of your incentive
Use a single-sign-on (SSO), which means that a salesperson must be able to log in with the same username and password to all corporate services. And ask yourself what other tools it would be useful to integrate to introduce from the first day of the challenge a simple and practical program for all.
An incentive is an opportunity to be inspired by competitors. Your distributors are probably involved in incentive operations for your competitors. See how this happens.
If your distributors have gotten used to operating in some way go in their direction. Inspire yourself from the best ideas of the programs to which your distributors are subject.
Points to check are: how awards are awarded, how the registration, who can participate is and how is the training.
Developing an action plan to set up an incentive in a distribution network means taking tax and rewards into account, developing an adapted strategy, ensuring that its tools are well integrated and Is to learn from its competitors.