Paul Hebert tells you Why Outcome-based Incentives May Backfire

Outcome-based incentives may backfire when you use them on “new” behaviors.

Often we have a new system we want people to use.  We have a new product we want people to sell.  We have a new process we want people to adopt.  And just as often we put an incentive in place to get people to do those “new” behaviors faster.  Why not?  We want them to jump in and try it and we reward them for doing so.

But… if we only measure and reward successful outcomes –we may be leaving a lot of motivation on the table and actually hurt our efforts to change behavior.

Read the whole post over at Paul Hebert’s I-2-I (an FOT contributor blog)

FOT Background Check

Paul Hebert
Paul Hebert is the Senior Director of Solutions Architecture at Creative Group Inc and a writer, speaker and consultant. Paul focuses on influencing behaviors and driving business results through employees, channel partners and consumers. Over the course of his career, Paul has worked closely with clients to design influence, marketing, motivation, incentive, loyalty, recognition and reward programs to increase effectiveness and reduce costs. Paul is a recognized authority on incentives and performance motivation. Want to know what’s going to motivate your people to perform at their best and impact the bottom line? Want to know whether your service award program really means anything at all? Curious what psychological principles drive sales behavior? Paul’s your guy… unless you fervently bow down to Maslow. Check out his personal blog at "What Is Paul Thinking?" when you're tired of his FOT rants.

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