Downloaded 93 times
![SELF-DETERMINATION THEORY
- DECI & RYAN
© SwingGroup 2016
Deci, E.L. & Ryan, R.M. [2000]. The “what” and “why” of goal pusruits: human needs and the self – determination of
behaviour. Psychological inquiry, 11, 227 - 268](https://image.slidesharecdn.com/140115-swinggroup-successfulincentiveprogrammeset-up-141205073039-conversion-gate01/85/How-to-set-up-a-successful-incentive-programme-16-320.jpg)
Uploaded byEveraert Gunther
How to set up a successful incentive programme?
The document outlines the key components and strategies for setting up successful incentive programs to improve business performance and achieve strategic goals. It emphasizes the importance of tailored incentives, effective communication, and the use of technology, illustrated by a case study of Würth's successful sales campaign. Additionally, it explores challenges and solutions related to data management, stakeholder buy-in, and compliance with tax regulations.
More Related Content
Similar to How to set up a successful incentive programme?
How to set up a successful incentive programme?
- 1. SWINGGROUP Boosting Results How toset up a successful incentive programme? #SGEvents16
- 2. SWINGGROUP Boosting results 1. Yourcompany’s challenges 2. Improving performance 3. The value of tangible Incentive Programmes 4. Case: Würth 5. Incentive Programme Design Models 6. Steps towards a successful Incentive Programme 7. Incentive Programme possibilities 8. Key Challenges 9. Motisha Incentive and Reward Software 10. Motisha Client- and Supplierzone 11. References © SwingGroup 2016
- 3. YOUR COMPANY’S CHALLENGES BUILDING APROFITABLE BUSINESS
- 4.
- 5. A great end-of-yeargift for your staff?
- 6. Increase productivity of yourdealers?
- 7. Original welcome giftfor your new customers?
- 8.
- 9. Motivating dealers at thelaunch of your new product?
- 10.
- 11.
- 12. SWINGGROUP Boosting results 1. Yourcompany’s challenges 2. Improving performance 3. The value of tangible Incentive Programmes 4. Case: Würth 5. Incentive Programme Design Models 6. Steps towards a successful Incentive Programme 7. Incentive Programme possibilities 8. Key Challenges 9. Motisha Incentive and Reward Software 10. Motisha Client- and Supplierzone 11. References © SwingGroup 2016
- 13. IMPROVING PERFORMANCE ACHIEVING YOUR COMPANYGOALS FASTER
- 14.
- 15. OUR VISION “Loyalty isthe solid basis to achieve your strategic goals faster and improve your Customer Lifetime Value.” Reward: to reward Incentive: to encourage “Engaged companies outperform their competition.” © SwingGroup 2016
- 16. SELF-DETERMINATION THEORY - DECI& RYAN © SwingGroup 2016 Deci, E.L. & Ryan, R.M. [2000]. The “what” and “why” of goal pusruits: human needs and the self – determination of behaviour. Psychological inquiry, 11, 227 - 268
- 17. TWO-FACTOR THEORY – HERZBERG1/3 © SwingGroup 2016http://en.wikipedia.org/wiki/Self-determination_theory
- 18. TWO-FACTOR THEORY – HERZBERG2/3 © SwingGroup 2016
- 19. TWO-FACTOR THEORY – HERZBERG3/3 © SwingGroup 2016
- 20. 4 INTRINSIC REWARDSTHEORY – KENNETH THOMAS © SwingGroup 2016http://iveybusinessjournal.com/topics/the-workplace/the-four-intrinsic-rewards-that-drive-employee-engagement “A sense of choice” “A sense of competence” “A sense of meaningfulness” “A sense of progress”
- 21. THE CANE MODELOF MOTIVATION © SwingGroup 2016
- 22. LAW OF EFFECT- THORNDIKE • Reward = enforces behaviour • Punish = limits behaviour • Cats in box were encouraged to escape to reach a scrap of fish placed outside. • Cats learnt that pressing the lever would have favorable consequences and they would adopt this behavior, becoming increasingly quick at pressing the lever. © SwingGroup 2016
- 23. IMPACT OF UNFAIRNESS ©SwingGroup 2016
- 24. SWINGGROUP Boosting results 1. Yourcompany’s challenges 2. Improving performance 3. The value of tangible Incentive Programmes 4. Case: Würth 5. Incentive Programme Design Models 6. Steps towards a successful Incentive Programme 7. Incentive Programme possibilities 8. Key Challenges 9. Motisha Incentive and Reward Software 10. Motisha Client- and Supplierzone 11. References © SwingGroup 2015
- 25. THE VALUE OFTANGIBLE INCENTIVE PROGRAMMES THE ABILITY TO MEET OBJECTIVES
- 26. © SwingGroup 2016Incentives,Motivation and Workplace performance: Research & Best Practices IMPROVE PERFORMANCE
- 27. © SwingGroup 2016Incentives,Motivation and Workplace performance: Research & Best Practices ENGAGE PARTICIPANTS
- 28. © SwingGroup 2016Incentives,Motivation and Workplace performance: Research & Best Practices LT- outperform ST-PROGRAMMES
- 29. SWINGGROUP Boosting results 1. Yourcompany’s challenges 2. Improving performance 3. The value of tangible Incentive Programmes 4. Case: Würth 5. Incentive Programme Design Models 6. Steps towards a successful Incentive Programme 7. Incentive Programme possibilities 8. Key Challenges 9. Motisha Incentive and Reward Software 10. Motisha Client- and Supplierzone 11. References © SwingGroup 2016
- 30.
- 31. WÜRTH • Sales campaignfor professional customers • Target: increase turnover by 15% • Points for each purchase • Incentives: gift vouchers (amusement park, weekends, helicopter ride…) • Ranking: gold – silver – bronze customers © SwingGroup 2016
- 32. WÜRTH • Integrated communications •Customised campaign website • DM, e-mailings, online messages, events • Temporary promotions o Double points from X tot Y o Extra gifts (barbecue, Senseo, travel cheques...) o Proms VIP Night for 50 highest climbers © SwingGroup 2016
- 33. SwingLoyalty - Login ©SwingGroup 2016
- 34. SwingLoyalty - Home ©SwingGroup 2016
- 35. SwingLoyalty - Points ©SwingGroup 2016
- 36. WÜRTH • Result • +12%turnover • Vs. Market average : +5% • Visit http://www.swinggroup.eu/ENG/Caseoverview.aspx for other successful cases © SwingGroup 2016
- 37. SWINGGROUP Boosting results 1. Yourcompany’s challenges 2. Improving performance 3. The value of tangible Incentive Programmes 4. Case: Würth 5. Incentive Programme Design Models 6. Steps towards a successful Incentive Programme 7. Incentive Programme possibilities 8. Key Challenges 9. Motisha Incentive and Reward Software 10. Motisha Client- and Supplierzone 11. References © SwingGroup 2016
- 38. INCENTIVE PROGRAMME DESIGN MODELS BESTDESIGN TO INFLUENCE PERFORMANCE
- 39. THE PIBI MODEL ©SwingGroup 2015
- 40. THE INCENTIVE ENGAGEMENT MODEL ©SwingGroup 2015
- 41. SWINGGROUP Boosting results 1. Yourcompany’s challenges 2. Improving performance 3. The value of tangible Incentive Programmes 4. Case: Würth 5. Incentive Programme Design Models 6. Steps towards a successful Incentive Programme 7. Incentive Programme possibilities 8. Key Challenges 9. Motisha Incentive and Reward Software 10. Motisha Client- and Supplierzone 11. References © SwingGroup 2016
- 42. STEPS TOWARDS A SUCCESSFULINCENTIVE PROGRAMME EFFECTIVE ROI
- 43. KEY SUCCESS FACTORS 1.Results-oriented strategy 2. Programme types 3. 1-to-1 concept 4. Activation drives engagement 5. Integrated communications 6. Inspiring incentives 7. Smart technology © SwingGroup 2016
- 44. 1. RESULTS-ORIENTED STRATEGY •Thorough analysis of o Strategic goal(s) & objectives o Target group(s) o Corporate culture o Previous campaigns, etc. • Translation into o Targets based on the organisation’s strategic goals o Inspiring incentive & reward offer o Smart communication activation strategy o Chrystal-clear Incentive Programme rules © SwingGroup 2016
- 45. 2. PROGRAMME TYPES •Points based VS non-points based o Short term or long term o One time only or multiple login • Programme schemes: o Quota-Based Programmes = most effective o Piece-Rate Incentive programmes = significantly less effective than quota-based = significantly more effective than tournament schemes or fixed-rate o Tournament Programmes = equal to fixed-rate o Fixed-Rate Incentives © SwingGroup 2016
- 46. 3. ONE-TO-ONE CONCEPT •Unique login identifies participant • Online loyalty platform adapts automatically to person logging in o texts o images o incentives o programme rules o … • Customised recognition approach © SwingGroup 2016
- 47. 4. ACTIVATION DRIVES ENGAGEMENT •Incentive platform accessible online 24/7 • Regular interaction with the participants o Platform messages, DM, e-mailings, SMS... • Activation through questionnaires, contests, etc. o In line with programme concept (knowledge test, sweepstakes…) o Immediate rewards for participation • Links to the real world through membership card, events, mobile app… © SwingGroup 2016
- 48. 5. INTEGRATED COMMUNICATIONS • Definecommunication strategy and communication plan to help achieve the incentive campaign goals • Create recognisable incentive campaign concept • In line with company corporate identity • Deliverables reinforcing the incentive campaign concept • Online incentive platform as beacon © SwingGroup 2016
- 49. 6. INSPIRING INCENTIVES •Start with best practice incentive basket • Constantly updated to meet the specific wishes of the participants/company • Incentive selections in line with campaign concept • Be aware of new trends and/or products = this can boost your campaign e.g. new Iphone6 • Fulfill the awards in a timely manner in order to reinforce the motivational message © SwingGroup 2016
- 50. 7. SMART TECHNOLOGY •Easy to set up, manage, monitor and adjust • Operates & measures ROI • Immediate adjustment in function of results and/or opportunities o Adding or adjusting rules o Adding or deleting incentives o Adding or disabling modules o Adding or deleting participants • Customised to your required degree of personalisation • Managed from your campaign cockpit © SwingGroup 2016
- 51. SWINGGROUP Boosting results 1. Yourcompany’s challenges 2. Improving performance 3. The value of tangible Incentive Programmes 4. Case: Würth 5. Incentive Programme Design Models 6. Steps towards a successful Incentive Programme 7. Incentive Programme possibilities 8. Key Challenges 9. Motisha Incentive and Reward Software 10. Motisha Client- and Supplierzone 11. References © SwingGroup 2016
- 52. INCENTIVE PROGRAMME POSSIBILITIES TURNKEY ORTAILOR-MADE
- 53. INCENTIVE PROGRAMME GRID ©SwingGroup 2016 INCENTIVES REWARDS Points-based Earn & Burn Long(er) term / Non Points-based / Instant reward Short term Campaign Goal Incentive & Loyalty Recognition & Loyalty Target Group(s) Customers, Employees, Sales Incentives Experiences, Events, Gifts, Vouchers, ... SwingGroup products SwingLoyalty SwingShop SwingGift
- 54. SWINGGIFT THE SMART GIFTVOUCHER
- 55. BENELUX OFFER + 50retail vouchers: AS Adventure, Dreamland, Decathlon, FNAC, Galleria Inno, JBC, Planet Parfum... + 100 gift experiences: Antwerp Ballooning, Bongo, Cadeaubox, Giftfor2, Plopsaland, SnowWorld… + 30 webshops: Bol.com, Fleurop interflora, JewelCard, TheEmotionCompany... + 200 digivouchers: Base, Bart Smit, ICI Paris XL, Kinepolis, Kinderen Koning, Magnus, MaasMechelen Village, Mamzel, Zumba, Zalando... © SwingGroup 2016
- 56. SwingGift Lite –B2B and B2B2C customers © SwingGroup 2016
- 57. SwingGift Lite –B2B and B2B2C customers © SwingGroup 2016
- 58. SwingGift Lite –B2B and B2B2C customers © SwingGroup 2016
- 59. SwingGift Plus –B2B customers – Quick © SwingGroup 2016
- 60. SwingGift Plus –B2B employees – Q8 © SwingGroup 2016
- 61. SwingGift Plus –B2B customers – Insites Consulting © SwingGroup 2016
- 62.
- 63. GLOBAL OFFER SHORT-TERM INCENTIVEAND LOYALTY PROGRAMMES: • Earn rewards by achieving targets and/or milestones • One-time only secured access to order reward of choice CUSTOM-MADE: • 360° communication concept • One-on-one motivation • Stats & reporting © SwingGroup 2016
- 64. SwingShop - Luminus- Login © SwingGroup 2016
- 65. SwingShop - Luminus- Home © SwingGroup 2016
- 66. SwingShop - Luminus- Orderpage © SwingGroup 2016
- 67.
- 68. GLOBAL OFFER LONG-TERM INCENTIVEAND LOYALTY PROGRAMMES: • Earn points by achieving targets • Redeem points for incentives CUSTOM-MADE: • 360° communication concept • One-on-one motivation • Stats & reporting © SwingGroup 2016
- 69. SwingLoyalty Lite -Enfocus - Home © SwingGroup 2016
- 70. SwingLoyalty Lite -GM - Home © SwingGroup 2015
- 71. SwingLoyalty Plus -Thomas Cook - Points © SwingGroup 2016
- 72. SwingLoyalty Plus -Thomas Cook - Gifts © SwingGroup 2016
- 73. SwingLoyalty Plus -Thomas Cook - Gifts © SwingGroup 2016
- 74. SwingLoyalty Pro -Pioneer Benelux - Home © SwingGroup 2016
- 75. SwingLoyalty Pro -Pioneer Benelux - Gifts © SwingGroup 2016
- 76. SwingLoyalty Pro -Pioneer Benelux - Points © SwingGroup 2016
- 77. SwingLoyalty Pro -Pioneer Benelux - Incentive trip page © SwingGroup 2016
- 78. SwingLoyalty Pro -Citroën Belux - Login © SwingGroup 2016
- 79. SwingLoyalty Pro -Citroën Belux - Home © SwingGroup 2016
- 80. SwingLoyalty Pro -Citroën Belux - Gifts © SwingGroup 2016
- 81. SwingLoyalty Pro -Citroën Belux - Points © SwingGroup 2016
- 82. SwingLoyalty Pro -Citroën Belux - Kickoff DM © SwingGroup 2016
- 83. SwingLoyalty Pro -Citroën Belux - E-mailing © SwingGroup 2016
- 84. SWINGGROUP Boosting results 1. Yourcompany’s challenges 2. Improving performance 3. The value of tangible Incentive Programmes 4. Case: Würth 5. Incentive Programme Design Models 6. Steps towards a successful Incentive Programme 7. Incentive Programme possibilities 8. Key Challenges 9. Motisha Incentive and Reward Software 10. Motisha Client- and Supplierzone 11. References © SwingGroup 2016
- 85. KEY CHALLENGES CAMPAIGN CRITICALMILESTONES
- 86. KEY CHALLENGES 1. Datamanagement 2. Data security 3. Customised incentives 4. Buy in 5. Target-driven communication 6. Taxation 7. Budget properly © SwingGroup 2016
- 87. 1. DATA MANAGEMENT •Proper data management o incentive campaign opportunities o boosts competitive advantage • Update marketing data & vice versa • Adds value across the enterprise when incentive programme practitioners and suppliers are adept at capturing, screening and analyzing information • Incorporate additional (external) data streams into the incentive campaign decision trees • Easy data exchange through API’s favorable © SwingGroup 2016
- 88. 2. DATA SECURITY •Protect your company’s incentive campaign investments and reputation • Multi-tier admin and management user logins o maintaining lowest “need to know” security authentication o full admin and management system login audit trail • Auto-lockout of systems preventing brute force attacks © SwingGroup 2016
- 89. 3. CUSTOMISED INCENTIVES •Personalised incentives lead to o more motivation o greater performance gains • Supplier independency leads to o more buying power o more choice for better impact o better SLA’s for best stakeholder experience • Strengthen your company brand and incentive campaign success © SwingGroup 2016
- 90. 4. BUY IN •Get buy in first of your most important stakeholders before rolling out your incentive programme o Sales reps o Channel partners o Wholesalers o … • No buy in = loss of precious time and money • Optimise your incentive campaign ideas • These stakeholders automatically turn into your best incentive campaign ambassadors © SwingGroup 2016
- 91. 5. TARGET-DRIVEN COMMUNICATION • Communicationis key for success = clear, creative, continuous o Main challenge: “How to keep the momentum going?” o Start with: “How to board your participants asap?” • Measure message impact to target new messages even better • Communicate results internally to campaign users for maximum involvement © SwingGroup 2016
- 92. 6. TAXATION • Informyour participants upfront on taxation issues • Use double opt in procedure to ensure crystal-clear understanding of taxation effects • Either have them pay for it or your company pays for it • Use easy to extract taxation reports for administrative formalities o Period o Participants o Incentive value o Delivery date o … © SwingGroup 2016
- 93. 7. BUDGET PROPERLY •Define overall available incentive budget per target group • Split up the cost drivers • Support services are higher at the start of a new incentive campaign • ROI Incentive costs = TOTAL NET RETURN - PROGRAMME COSTS PROGRAMME COSTS © SwingGroup 2016 Once-only Recurring Incentive campaign set-up Incentive platform license Support services Communications Incentives =>result related =>no risk
- 94. SWINGGROUP Boosting results 1. Yourcompany’s challenges 2. Improving performance 3. The value of tangible Incentive Programmes 4. Case: Würth 5. Steps towards a successful Incentive Programme 6. Incentive Programme Design Models 7. Incentive Programme possibilities 8. Key Challenges 9. Motisha Incentive and Reward Software 10. Motisha Client- and Supplierzone 11. References © SwingGroup 2016
- 95.
- 96. Fully integrated incentive& reward management platform MOTISHA™ STATE-OF-THE-ART TECHNOLOGY PLATFORM © SwingGroup 2016 Solid IT framework Strong features Scalable and flexible platform Turnkey or tailor-made products Cross-channel marketing possibilities Campaign management Analysis & Reporting Database management Data integration – Data Quality Reliable & Secure OWASP compliant Multi-tiered Multilingual Software as a Service (SaaS) 24/7
- 97. © SwingGroup 2016 MOTISHA™CONCEPTUAL MODEL
- 98. MOTISHA™ CONCEPTUAL MODEL •Customers: • B2C • B2B • Employees: • Sales • Other • Sales: • Professional/Agent • Dealer/Channels • Vendor • Campaign owner • Campaign user • Temporarily campaign user • Experiences • Events • Gifts • Vouchers • … © SwingGroup 2016
- 99. SWINGGROUP Boosting results 1. Yourcompany’s challenges 2. Improving performance 3. The value of tangible Incentive Programmes 4. Case: Würth 5. Incentive Programme Design Models 6. Steps towards a successful Incentive Programme 7. Incentive Programme possibilities 8. Key Challenges 9. Motisha Incentive and Reward Software 10. Motisha Client- and Supplierzone 11. References © SwingGroup 2016
- 100. MOTISHA CLIENT- AND SUPPLIERZONE MASTERING RETURNON INVESTMENT
- 101. CLIENT- AND SUPPLIERZONE EASY-TO-USE: •KPI Dashboard • 24/7 • High database connectivity with external platforms © SwingGroup 2016 CAMPAIGN COCKPIT MANAGE CAMPAIGN MANAGE COMMUNICATIONS MANAGE RESULTS MANAGE ORDERS
- 102. SWINGGROUP Boosting results 1. Yourcompany’s challenges 2. Improving performance 3. The value of tangible Incentive Programmes 4. Case: Würth 5. Steps towards a successful Incentive Programme 6. Incentive Programme possibilities 7. Key Challenges 8. Motisha Incentive and Reward Software 9. Motisha Client- and Supplierzone 10. References © SwingGroup 2016
- 103.
- 104. MORE INSPIRING • Proofof concept in Benelux since 2004 • Programmes sold in 6 countries: • BeNeLux – France - Germany – USA • Solutions rolled out worldwide • State-of-the-art Motisha™ incentive and reward management platform © SwingGroup 2016
- 105. AWARD-WINNING SOFTWARE © SwingGroup2016 Best use of technology in a motivation solution KBC - Vipping Most improved business performance programme TechData – td.Boomerang Most innovative channel incentive campaign TechData – td.Boomerang
- 106. REFERENCES • SECTORS: automotive,food, government, services, industry... • REGIONS: Benelux, Europe, worldwide • TYPE OF PROGRAMMES: channel development, customer loyalty, employee rewarding, employee referral, product marketing, sales incentive... • CUSTOMERS: Alcredis, Atlas Copco, Beckers, BMW, Brunel, BührmannUbbens, Citroën, DeLonghi, Deceuninck, Enfinity, GE, Hansen Transmissions, Insites, Jaguar, KBC, Land Rover, Manpower, Philips, Pioneer, Q8, Quick, Roda, Simac, Solucious, TechData, Thomas Cook, Truvo, Unilever, Unilin, USG People, Vaillant, Vandemoortele, Vitelma, VMW, Würth… © SwingGroup 2016
- 107.
- 108. Thank you foryour attention SwingGroup Benelux Dampoortstraat 265 b3 8310 Brugge Belgium Tel. +32 (0)50 50 24 61 sales@swinggroup.be Linkedin.com/company/swinggroup be.linkedin.com/in/everaertgunther @swinggroup - @gunar2 - @swinggift #SGEvents16 WWW.SWINGGROUP.EU WWW.MOTISHA.COM
Editor's Notes
- #17 Autonomy: Seek to control the outcome and experience mastery Competence: Is the universal want to intereact, be connected to, and experience caring for others Relatedness: Is the universal urge to be causal agents of one’s own life and act in harmony with one’s integrated self
- #18 Motivators: that give positive satisfaction, arising from intrinsic conditions of the job itself Hygiene Factors: that do not give positive satisfaction, though dissatisfaction results from their absence. These are extrinsic to the work itself
- #21 A sense of choice – "the opportunity you feel to select task activities that make sense to you and perform them in ways that seem appropriate." A sense of competence – "the accomplishment you feel in skillfully performing task activities that you have chosen." A sense of meaningfulness – "the opportunity you feel to pursue a worthy task" A sense of progress – "the accomplishment you feel in achieving the task purpose."
- #22 Self-Efficacy -Can I Do This? Do I Have What It Takes? Agency - Will I Be Permitted To Do This and be Supported? Can I Do This Under These circumstances/Conditions? Emotion - How Do I Feel About This Task Or Job? Mood - How Am I Feeling In General? Importance - Is This Task “Me”? Interest - Do I Like This? Utility - What’s In It For Me? Choice - Do I Agree With This? Persistence - Can I Continue To Do This? Effort - Is It Worth The Effort?
- #40 PIBI = Performance Improvement by Incentives Identifies the areas of importance and relevance Provides guidance on the step-by-step procedures of implementation Allows DM to troubleshoot and correct the system if desired results aren’t met
- #41 Adds the consideration of adverse impact to the designer’s template
- #45 Target properties finetuned to strategic goals: Straightforward and specific Challenging yet achievable Measurable and monitorable
- #47 Participants who are addressed personally are better motivated
- #89 Protect investment & reputation: SSL encryption decoy admin login pages forced complex password system time and day based login restrictions IP address login restrictions
- #106 http://www.motivationawardseurope.com/