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Positivity Part 2: Change Your Outlook (Guest Blog)

Editor's Note: This is part two of a series of guest blog posts about the power of positivity.  Find part one here. PMA! PMA! Is what we heard for a week in cheerleading camp.  At first, we were all confused.  What is PMA? Finally, they let us in on the secret.  PMA stands for Positive Mental Attitude.  It's been a long time since I was at cheerleading camp, but PMA has stuck with me all these years.  In all my activities, relationships, jobs, etc… I try to always incorporate an attitude of positivity. Contrary to what you might think, having a positive attitude isn't all sweetness and n

August 22, 2018

Sales Incentive Programs: The Critical Components

Your sales incentive program treads a very thin line. On one hand, it needs to motivate your team members to achieve new goals. On the other hand, it needs to not alienate other team members who maybe have more challenging territories or aren’t as experienced as the reps who frequently reach individual and team goals. So, what do you look for in an incentive program? Mark Houck is Director of New Business Development at Xceleration, and he believes there is no bigger, more important element of a successful sales program than a quality sales incentive platform. “There is an opportunity

July 18, 2018

Earning Trust in the Office

Trust is built with consistency. -Lincoln Chafee   Earning trust in the office place, whether you are a member of the rank and file or a manager, takes time and effort. It’s a combination of what you do, what you say, and how you choose to conduct yourself that dictates if – and how quickly – you will earn the trust of your co-workers. It is entirely possible you will spend more time with this group of people than with any other person in your life right now, including a spouse or significant other, so trust and success travel hand-in-hand. Trust is important because you ha

May 9, 2018

How to Increase and Keep Your Customers’ Lo...

Attracting customers is a challenge every business faces. Keeping customer's loyalty is part two of that challenge and studies show that, perhaps surprisingly, it is more expensive to attract a new customer than it is to keep a customer you already have. Creating customer loyalty is a real science. The traditional “buy five sandwiches and get the sixth free” punch card mentality that some companies employ just isn’t enough to keep your consumers engaged. So how do you engage with your customer base beyond the purchase transaction, and what are the ways your company can benefit from an en

March 14, 2018

How to Get Your Employees to Do Things That Are N...

Do you offer rewards to your employees for doing good work?  If yes, great! Do you reward your employees for excelling at or accomplishing a certain task? If so, great. Do you reward your employees for any other behaviors or doing things they may not be thrilled about? If no, you’re not alone. . . we find that there is a misconception that rewards and incentives can and should only be applied to doing good work, meeting a certain goal, or excelling at a specific task. That line of thinking is limiting both in terms of the effects that incentives and rewards can have on employee engage

March 7, 2018

Five Great Reasons to Offer Travel Incentives

We have covered a lot of ground talking about travel rewards, and why they’re more viable now than ever as a sales incentive.  You can find those blogs here, here, and here. In those entries you will find more details as to why travel is so great, but for the sake of simplicity, let’s discuss the five best reasons you should be offering travel incentives right now. Our experts in this field are: Xceleration Director of New Business Mark Houck And Xceleration Director of Travel Design Laura Hildenbrandt   5 The Relative Cost Looking at the big picture, offering travel

January 24, 2018

Alleviating the Risk of Travel Incentives

Risk.  It’s ok to admit you think about it a lot. In the business world, we seldom make a decision without first examining two things: What is the ROI? What are the Risks? We’ve previously discussed the ROI of offering travel as a sales incentive here, and here, and we wouldn’t be doing our jobs if we didn’t discuss the risk and how to best alleviate it. The fact is, yes, there is some risk involved in offering travel as a reward.  We won’t go into all the things that can happen while your rock star employees are seeing the sights and enjoying their trip on your dime.  Admittedl

January 17, 2018

The Hidden Value of Travel as a Sales Incentive

Cash bonuses are great. Few of us would turn down a fistful of money if someone handed it to us, but how motivating is that, compared to the opportunity to travel? Turns out, not as much as businesses seem to think. Recent studies show a whopping 96% of employees say they are profoundly motivated by travel. These experiences that get workers out of the office with family in a location and at a time of their own choosing create memories that will last the rest of their lives. The icing on the travel cake? According to the study, 72% of team members who earn travel rewards say it makes

January 10, 2018

Burden or Experience? Re-Imagining Travel Incentives

Cash may be king, but travel is a new threat to the throne, and it comes with a trunk full of advantages for both employees and the company. Forever, cash bonuses have been the incentives that appear to get the most mileage. That is now changing, and a younger workforce may be behind the movement. Laura Hildenbrandt is Director of Travel Design for Xceleration and has worked in the travel industry for two decades. She says experience-based incentives are driving the motivation bus for younger team members. “About 5-7 years ago, we started to see millennials making their own income and

January 3, 2018

Is Your Sales Incentive Program Demotivating 98% ...

Here’s the problem with sales incentives: Traditionally, sales incentives have been handed out to the top performers- let’s say, the top two percent of a sales force. These individuals are honored at an awards ceremony in some exotic location, and then whisked away on a trip to yet another exotic location, or showered with lavish gifts and treated like royalty… while the rest of the sales force looks on and politely applauds like the also-rans at the Oscars. And traditionally these rewards, these top performers, tend to be the same people year in and year out. So, what are the others

November 29, 2017

Let Your Team Choose Their Goals

No discussion of motivation and how it relates to a company’s success can be held without speaking of goals- but the best practice for establishing your team’s goals is up for debate. Chances are your managers dictate deliverables and goals to your teams, and that’s just the way it’s always been and always will be.  Allow us to turn that upside down for you. “There’s some science around the idea of selecting your own goal,” says Xceleration adviser Darryl Speach. “When a team picks the goal themselves, as opposed to having the goal put upon them, they have a very good chance of not only

November 8, 2017

Juicing Your Team: Creating A High-Performance Cu...

There is something special about a large organization operating at its peak, every part humming in sync, contributing to the cause. Whether it is a sports team poised to make a championship run or a business innovating and making an impact in their field, we’ve identified three characteristics of high-performance cultures- all of which can be obtained, though it may not be easy. THE TEAM, THE TEAM, THE TEAM Before playing Ohio State in 1983, legendary University of Michigan football coach Bo Schembechler stood before his Wolverines in the locker room and delivered a pep talk for the ages

October 4, 2017