How to Run Successful Incentive Schemes
3rd Edition
Published on 3. June 2005
Book
Hardback
256 pages
978-0-7494-4396-2 (ISBN)
Description
The biggest asset for any organisation is a well-motivated workforce. Motivation breeds productivity which in turn generates profit: the key to a healthy future. But how many employees ever reach their potential at their place of work? Almost everyone has the capacity to perform better, and it is a shrewd manager who recognises that performance improvement programmes should be part of any long-term business plan.
Clearly set out, this third edition offers practical advice for any manager or director wishing to construct an effective motivation programme or incentive scheme for staff, salespeople or distributors. The topics covered include: the profit potential, the 'human audit', constructing the programme, building the budget, rewards effectiveness, flexible benefits, incentive travel, measuring performance, recognition systems.
Using relevant case histories from around the world, this new edition of How to Run Successful Incentive Schemes now contains updated information in keeping with the latest developments on the Internet and new software advances. Now endorsed by the Institute of Sales Promotion as a recommended text, it is a must-have primer for anyone with the responsibility for improving performance at work.
Clearly set out, this third edition offers practical advice for any manager or director wishing to construct an effective motivation programme or incentive scheme for staff, salespeople or distributors. The topics covered include: the profit potential, the 'human audit', constructing the programme, building the budget, rewards effectiveness, flexible benefits, incentive travel, measuring performance, recognition systems.
Using relevant case histories from around the world, this new edition of How to Run Successful Incentive Schemes now contains updated information in keeping with the latest developments on the Internet and new software advances. Now endorsed by the Institute of Sales Promotion as a recommended text, it is a must-have primer for anyone with the responsibility for improving performance at work.
Reviews / Votes
"It's not often that you can't put a book down, a situation even more unlikely when that book is about incentive schemes. But somehow John Fisher has created a book about incentive schemes that accomplishes exactly that feat." Outsource Magazine "Covers all aspects of performance improvement." Reference & Research Book News "Includes up-to-date and relevant information for anyone who has the responsibility for developing employee performance and maximizing profit potential." www.abeceder.co.uk "Provides a step-by-step guide to developing and running an effective performance improvement programme, addressing areas such as building the budget, flexible benefits, measuring performance and recognition systems." People Management "Covering all aspects of performance management in a comprehensive and accessible way. This book is currently recommended reading for the ISP motivation diploma" Sales PromotionMore details
Edition
3rd Revised edition
Language
English
Place of publication
London
United Kingdom
Target group
College/higher education
Professional and scholarly
Edition type
Revised edition
Product notice
Cloth over boards
Dimensions
Height: 234 mm
Width: 156 mm
ISBN-13
978-0-7494-4396-2 (9780749443962)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
Previous edition
John G. Fisher
How to Run Successful Incentive Schemes
Book
11/2000
2nd Edition
Kogan Page Ltd
€41.03
Article exhausted; check for reprint
Person
John G Fisher started his business career in direct marketing before establishing one of the leading performance improvement agencies. Now a consultant, he specialises in employees incentives, staff communication and conference and event planning. He is a regular columnist in the marketing press, and the author of How to Beat Your Competitors and How to Run a Successful Conference, both published by Kogan Page.
Content
1. The profit potential Improving performance Where should you begin? Specific incremental profit 2. The human audit Human audit guidelines Company performance Personnel inventory Digging deeper Understanding job roles in detail Recruiting the decision makers Taking an overall view Testing your presentation 3. Constructing the programme Motivation theory Performance improvement in practice Isolating the objectives Quantitative objectives Incentive techniques for individual participants Variations for team participants The middle-band concept How long should the incentive programme last? Rules and regulations Tiered reward systems 4. Building the budget The concept of incremental profit Cost headings 5. Does more money motivate? Basic salary Salary plus commission Performance-related pay (PRP) Money - the worst motivator 6. Flexible benefits Benefits as security Benefits as loyalty incentives The stages of effective communication Tax, insurance and financial planning issues Administration Is choice of benefits motivational? 7. Incentive travel: everyone's top reward Extraordinary rewards Promising the earth Making incentive travel different Trends in incentive travel Individual incentive travel Significant product factors Other means of transport Forward planning of destinations 8. Tangibles: merchandise Merchandise catalogues Invent your own catalogue! 9. Tangibles: vouchers and services Advantages of vouchers Redeeming features: 'universal' vouchers Disadvantages of vouchers Administration Voucher promotion 'Designer awards' Developing technology 10. Events Meetings and conferences Hosted weekend incentives Group activities Staff parties 11. Measure, monitor, mirror Measure Monitor Mirror 12. Recognition systems Why recognition works Types of corporate recognition Club concepts Distributor clubs Frequent buyer/loyalty programmes Informal recognition 13. The future of incentives
1. The profit potential
Improving performance
Where should you begin?
Specific incremental profit
2. The human audit
Human audit guidelines
Company performance
Personnel inventory
Digging deeper
Understanding job roles in detail
Recruiting the decision makers
Taking an overall view
Testing your presentation
3. Constructing the programme
Motivation theory
Performance improvement in practice
Isolating the objectives
Quantitative objectives
Incentive techniques for individual participants
Variations for team participants
The middle-band concept
How long should the incentive programme last?
Rules and regulations
Tiered reward systems
4. Building the budget
The concept of incremental profit
Cost headings
5. Does more money motivate?
Basic salary
Salary plus commission
Performance-related pay (PRP)
Money - the worst motivator
6. Flexible benefits
Benefits as security
Benefits as loyalty incentives
The stages of effective communication
Tax, insurance and financial planning issues
Administration
Is choice of benefits motivational?
7. Incentive travel: everyone's top reward
Extraordinary rewards
Promising the earth
Making incentive travel different
Trends in incentive travel
Individual incentive travel
Significant product factors
Other means of transport
Forward planning of destinations
8. Tangibles: merchandise
Merchandise catalogues
Invent your own catalogue!
9. Tangibles: vouchers and services
Advantages of vouchers
Redeeming features: 'universal' vouchers
Disadvantages of vouchers
Administration
Voucher promotion
'Designer awards'
Developing technology
10. Events
Meetings and conferences
Hosted weekend incentives
Group activities
Staff parties
11. Measure, monitor, mirror
Measure
Monitor
Mirror
12. Recognition systems
Why recognition works
Types of corporate recognition
Club concepts
Distributor clubs
Frequent buyer/loyalty programmes
Informal recognition
13. The future of incentives
Improving performance
Where should you begin?
Specific incremental profit
2. The human audit
Human audit guidelines
Company performance
Personnel inventory
Digging deeper
Understanding job roles in detail
Recruiting the decision makers
Taking an overall view
Testing your presentation
3. Constructing the programme
Motivation theory
Performance improvement in practice
Isolating the objectives
Quantitative objectives
Incentive techniques for individual participants
Variations for team participants
The middle-band concept
How long should the incentive programme last?
Rules and regulations
Tiered reward systems
4. Building the budget
The concept of incremental profit
Cost headings
5. Does more money motivate?
Basic salary
Salary plus commission
Performance-related pay (PRP)
Money - the worst motivator
6. Flexible benefits
Benefits as security
Benefits as loyalty incentives
The stages of effective communication
Tax, insurance and financial planning issues
Administration
Is choice of benefits motivational?
7. Incentive travel: everyone's top reward
Extraordinary rewards
Promising the earth
Making incentive travel different
Trends in incentive travel
Individual incentive travel
Significant product factors
Other means of transport
Forward planning of destinations
8. Tangibles: merchandise
Merchandise catalogues
Invent your own catalogue!
9. Tangibles: vouchers and services
Advantages of vouchers
Redeeming features: 'universal' vouchers
Disadvantages of vouchers
Administration
Voucher promotion
'Designer awards'
Developing technology
10. Events
Meetings and conferences
Hosted weekend incentives
Group activities
Staff parties
11. Measure, monitor, mirror
Measure
Monitor
Mirror
12. Recognition systems
Why recognition works
Types of corporate recognition
Club concepts
Distributor clubs
Frequent buyer/loyalty programmes
Informal recognition
13. The future of incentives