We are regularly asked about the best bonus or incentive program to implement within a business.
Nine out of ten questions are focused around the best way to calculate the bonus or commission. Often no matter how much effort is put into the best possible calculation it is still complicated and riddled with a number of scenarios that could lead to either team disharmony or gaps in the measurement and monitoring.
Whilst incentive programs will always vary depending on the industry, position and business and there isn’t a one size fits all scheme, there is one element that is common amongst every organization regardless of any of the above and it requires one simple question:
‘What behaviours do we want more of?’
This is the first and most important question to ask when considering and creating an incentive program, well before doing any calculations.
The first thing to really understand around staff incentives is to know what you want to see your people do more of. It sounds really simple and obvious but it is often the simple and obvious that we overlook. We tend to believe business is complicated so we make sure it is!
What would actually make a difference in your business tomorrow? Is it the way your team interacts with clients, whether they follow company processes, how they play together in the sandpit! Every business is different and the needs of every business are different at different times. What you want from your people last year may be different to next year.
So before you start coming up with the best spreadsheets and calculations with your accountant on how to incentivize your staff, stop and take a moment to understand what you actually need them doing more of and make it centered around that.
You never know, the best incentive program and reward may not be what you thought…and it may actually get you results!
