Incentive
Rewards FAQ

What’s the big deal about incentives? We’ve got answers.

Non-cash rewards are physical rewards or experiences that do not involve monetary payment. Think: redeeming points for products available in an online catalog, for example. These non-cash rewards can be more personalized and leave more of an emotional impact than cash rewards. Haven’t wanted to spend the money on a pair of AirPods? If you have enough points, you can get a pair ‘for free’! And you’ll always remember that you got them from your points program.

Examples of non-cash rewards include points-based merchandise rewards, gift card rewards, branded debit card rewards, recognition and awards for various achievements, and group incentive travel.

You bet. Firms that incorporated our incentive solutions achieved an average of 40% more sales.

Non-cash rewards affect people emotionally in a way that cash doesn’t. There is social value in a non-cash reward. You can talk about a prize and show it off to friends, but it’s a little awkward to boast about cash in the same way. Cash also disappears quickly, and goes towards unfun things like bills, mortgages, car payments, etc. Yuck.

What is the demographic of my target audience? Understanding who you’re rewarding is essential to finding out which rewards will motivate them most. For instance, a millennial audience will be more motivated by experiential rewards (think concert tickets) or by slick electronics. On the other hand, a more middle-aged demographic may prefer a themed social event or lifestyle rewards, such as golf clubs or home improvement items.
How large is my target audience and how invested are they in my company? If your audience is large but lightly invested, consider gift and debit cards. A small, heavily invested group of top performers may need a grander, more personal gesture, like group incentive travel or big-ticket custom rewards.
How scalable does my reward solution need to be? Take a broad view of your audience. Is it a large group with high and low achievers, and people on every rung of the corporate latter? If that’s the case, congratulations on reaching such a varied audience; be sure to make your rewards very scalable. Points-based merchandise is a good option for this instance, since it offers small, attainable goals for lower performers and big-ticket, high-investment items for top performers.
How long will my promotion run? For a quick sales promotion, go for smaller, easier to attain rewards. If you want a long-term relationship with high-value customer accounts, go big. Offering high value rewards that demand a greater investment will keep your channel happy and committed for the long haul.

Incentive travel creates the opportunity for “shared experience,” which according to Brian Uzzi, of Leadership and Organizational Change at the Kellogg School of Management, is the basis of strong relationships. Sharing a travel experience together – and getting away from the mundane, day-to-day side of business – is the perfect setting to build meaningful, long-lasting, and personal relationships with people who help grow your business. Incentive travel is the most memorable type of incentive reward and makes the most lasting impact.

It also turns out that incentive travel is a strong motivator. Top salespeople or clients will often work hard to be included in a group incentive travel promotion to a desirable location. This is especially true of millennials, currently the largest generation in the B2B workforce, who particularly value experiential rewards. Incentive travel is also motivational from a professional perspective, since it often presents the opportunity to network with high-ranking business professionals who could help with career advancement. Evidence shows that sales reps are willing to sacrifice up to 5% of their take-home pay to be included on an incentive travel trip.