Incentives are the hoariest sales weapon, and the internet is the newest. Combine old and new and you could be pleasantly amazed by the results. John G Fisher's Sales Rewards and Incentives describes how IBM's eServer people adopted this combination punch for their latest service products. A new Circle of Success web site registered a 250% increase in trade participants, hyperlinked them with other IBM sites for back-up, and became their main gateway to communications. Deluged with prize goodies, and kept informed on a 24/7 basis, the participants increased sales by 42%. The moral? Instant gratification via the web reinforces desired and desirable behaviour in a way that the more conventional snail-pace incentives can never match.
MT tapped up a panel of entrepreneurs for the advice they wished they had before taking the plunge.
Caroline Casey is legally blind but worked as a top consultant without her bosses realising. She wants businesses to do more help their workforces overcome disability.
Today's bosses need better help to deal with new technologies, working practices and generational shift.
There is a moral dimension to business, but you can take it too far.
In our second Changing Lanes podcast, we talk to people who have successfully pivoted their career by pursuing further study, finding a mentor or taking a sabbatical.
The law is changing so that parents who have lost a child will be entitled to take paid leave.