Recently, right before I was about to deliver a motivational speech at a sales conference, the Director of Sales took the stage and began talking about the importance of teamwork and how all the reps needed to work more effectively together. At the conclusion of his presentation, he turned to a large flip chart and turned the front page over.

On this large chart was a picture of a race track and a bunch of horses. In place of the horses heads were pictures of the sales reps faces. Each horse was at different points on the track. The Director of Sales then talked about the race that all the sales reps are in to hit a specific goal and where each one was standing in the race - and who was closest to winning the prize.

I about fell off my chair! Is this the same guy who just a moment ago was talking about teamwork? Well, any thoughts about teamwork flew out the proverbial door.

Incentive programs, whether they are for a sales team or any group within your company, can either be productive or counter-productive. In my opinion, the race horse idea is definitely counter productive and is a good example of a close-ended program. A close-ended program has a specific number of winners and will leave the rest feeling demoralized. Many will give up or not even start the program, because they dont feel that they could win.

An open-ended program rewards everyone who reaches the goal and everyone else who didnt. Here is how to set-up an open-ended incentive program. I call it the 6 Ds:

1) Define the goal. What do you want to accomplish? (Reduce absenteeism, improve safety, heighten customer service?) Dont make the goal to complicated and eliminate as many obstacles to success as possible.

2) Decide if the program should be set-up for individuals or groups. Groups always work seem to work better; however, it depends on what the goal is and how many people will be participating

3) Determine the prize. Will it be cash, gifts, or how about a company wide event where all can attend and have fun and the winners receive something nice, but not over the top?

4) Develop a system of measurement. How will you measure any improvement? Make sure that everyone who is participating knows the rules ahead of time and that all agree the goal and the system of measurement is realistic. Allowing for participation in the overall decision process is not only effective for morale, but also insures that everyone is in agreement, before the program begins, that the goal is a valuable one, the rules are fair, and the prize is worthwhile.

5) Declare a start date. Promote the program a week or two before the actual start date and get people excited about participating. This also gives participants time to develop ideas and strategies.

6) Dedicate your time to help everyone. Get other leaders at your company involved and have them provide encouragement to all and keep everyone motivated. If all will be rewarded and the prizes are for the actual winners are not to outrageous, then everyone will have fun and know that no matter who actually wins, the goal will be reached, and that you, as well as other who are higher up the ladder, have noticed what everyone has accomplished - and that you and the higher-ups are grateful for their hard work and dedication to achieving the goal.

By following the 6 Ds, you will create and open-ended incentive program that will not only allow you to achieve an important goal, but also increase morale, let employees have some fun while they work, and leave the racing to the real horses.

Bob Garner

Humorous motivational speaker and funny keynote speaker Bob Garner delivers high content mixed with fun and excitement.

Featured in the "Wall Street Journal" and other prestigious publication, Bob is an author, the creator of two best-selling motivational audio CDs, and also writes for numerous business magazines, trade journals, and ezines.

A successful entrepreneur for over 20 years, with interests in marketing, publishing, and real estate, Bob Garner is well-known for his rare ability to provide successful principles - that can be immediately applied - blended with demonstrations of mindreading, magic, clean humor, and audience participation. Bob Garner uses these entertaining talents - in place of overheads and graphs - to reinforce specific points in his programs. This unique combination of motivation and entertainment has made Bob Garner one of the most in-demand humorous keynote speakers and funny motivational speakers in the industry.

In addition to speaking at meetings and events, Bob Garner is recognized as a dynamic trade show magician who consistently delivers attention, excitement, and quality leads to his client's exhibits.

A member of the American Society for Psychical Research, Bob Garner is a paranormal expert who has been acknowledged for his indepth research into the power of the mind and psychic phenomenon.

Traveling the world on behalf of his Fortune 1000 and leading association clients, Bob Garner appears at meetings, events, and trade shows, as well as on a variety of radio and television talk shows.

Humorous motivational speaker Bob Garner has inspired thousands with not only his speeches, books, writings, and audio CDs, but also with his own ability to make the magic happen in his life. Bob's goal is to help others make the magic happen in their lives.