what is? a sales channel incentive structure based on extensive goal-setting incentive research...
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What is?
A sales channel incentive structure based on
Extensive goal-setting incentive research
Patented GoalQuest® program results*
Pay-for-growth performance design
Proprietary program database & guidelines
* GoalQuest is the only incentive design that has ever been awarded a US patent
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Structure
Participants have two ways to earn1 Base program
Earn per sales unit/dollar amount starting at baseline or any other designated point
2 Challengepoint goal Select and achieve an incremental goal
Base program earnings are not ‘at risk’
Challengepoint goal earnings are ‘at risk’– Awards are only paid if you reach your goal
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Base Earnings Structure
Define a unit of measure and payout ratio
• 10 AwardperQs per $ 1,000 in sales• 20 AwardperQs per unit sold• 50 AwardperQs per 1% percent increase
Define an earnings starting point • Personal baseline• “X” dollars or units • Percent of baseline• Zero
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Base Earnings Structure
Participants earn AwardperQs at the established ratio once they reach the earnings starting point– If they reach their earnings starting point
any AwardperQs they earn in the base program are not “at risk”
Base program earnings continue through the end of the program period– Acts as an on-going incentive even after
their goal is reached
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Challengepoint Goal Structure • Participants select a personal goal– Rewards escalate rapidly to encourage
selecting the highest goal achievable
• All-or-nothing goal achievement• Personal baseline-related goals• Audience segmentation• Focused behavior
– Short program duration– Focused program target
• Frequent program communications
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Baseline+ 10%
20 AwardperQs
Baseline+ 20%
60 AwardperQs
Baseline+ 30%
120 AwardperQs
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as a ProductComplete end-to-end product:– Program-specific website– Built-in communications plan– Progress reporting for authorized managers
Participant Home page Challengepoint flash communication
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Program Financials
• Setup, website hosting, communications and reporting are provided at BI’s expense– Standard website reports
• Program sponsor pays for awards earned by participants who achieve their goal
• The Challengepoint database allows us to estimate results during planning and measure them precisely after the program
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Included and Billable ItemsIncluded items:
– Program design– Website setup– Website hosting– Award brochures (if used)– Standard communications– Project management
Items billed to the sponsor:– AwardperQs earned by participants– Actual postage for mailing the brochures if used– Any custom reports or communications
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Implementation StepsDesign phase
– Initial discovery conversation to determine• Audience, measurement metric, management participation• Revenue and gross margin • Baseline (run rate) data files
– Review design model(s) and estimates• Alter and re-model as needed
12 working days prior to launch we need• Approval of the rules document for the website• The company or program logo for the website• Participant load file with baselines and hierarchy
1-2 days prior to launch • BI website testing• Walk-thru website
Launch day• Announcement emails sent, goal selection begins
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Communications Calendar
Month 1 Month 2 Month 3 Month 4
Announcement Kit Mailed to participants
Welcome Email & Select Your Goal Reminder Email
Email 2 “Select Your Goal” Qmericals during the Goal Selection Phase (flash)
“Progress to Goal” Reports Emailed to Participants
Email Qmercial (flash)
Final Email Sent Announcing if Goal was Achieved
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