Commercial Motivation Lessons from CIA:- On June 13, 1942, the United States created the Office of Strategic Services, better known as OSS, which later became the CIA. US recruiting agents have refined their methods to recruit and motivate spies to take immense risks, including death, in order to obtain information about the enemy. The CIA has become the global center of expertise on behavioral motivation.
Distribution Network Incentives: Tips for Development and Simplification:- First, let us agree that if there is a science of motivation, it is not an exact science. It is certainly difficult, but with good planning, you can increase participation rates in your incentives and get the ROI needed to achieve your business goals. One of the best advices you can give is not to skip / skip the planning stage of your incentive program for your distribution network. 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.
Network Incentives:- In 2017, changes in the business model of distribution networks force us to rethink the role of incentive plans (incentive programs) within the network. It is now clear that the way brands have always developed the loyalty of distributors has become obsolete. The best salespeople in 2017 use advanced analysis tools (CRM, business software packages) to evaluate the value generated by the various partners, in order to identify where the behavioral changes allow the greatest potential for growth. This involves making quantitative analyzes to determine the best performers and then conducting qualitative studies (surveys) to identify good practices.
Secrets to meet Business Challenges:- We are sometimes asked if the trade challenges are worthwhile investment. Our answer is always a reserved “yes”. Why booked? Because all commercial challenges and incentives are not successful and do not necessarily improve the situation of the commercial, the company or the customers. This comes essentially from the reason why the company decided to launch a commercial challenge. In general, challenges are driven by habit, without them being part of a plan designed to support the overall business strategy of the company. Very often, the commercial challenges follow and resemble one another.
Tips to meet your Business Challenges:- The objectives of a Business challenges must be consistent with your performance indicators! “Increasing the number of phone calls” should never be the main objective of any of your challenges. That is true. Putting in place a successful business challenge means understanding long-term issues that can be managed by a specific focus on encrypted indicators (such as the number of phone calls) and improving the sales process .