nications, and LTV data had a big impact. Exceed-
ing HON’s objectives, the 2010 program’s results
included:
• 10 percent increase in participant enrollment
• 10 percent of DSRs advancing at least one tier
• 13 percent increase in DSRs making sales
• 14. 5 percent average increase in DSRs’ LTVs
from the beginning to the end of the program
• 12 percent sales increase of eligible products
versus 2.5 percent increase for non-eligible products
• 100 percent of tiers having increased average
and total sales
• $36 million earned in incremental sales dollars
• 2.96:1 return on investment
HON has renewed the program for the 2011
calendar year and is implementing other strategies,
particularly gamification, to further improve the
DSRs’ engagement levels. ■
To read the full-length summaries of these programs, visit
http://bit.ly/inc3rdMotivationMasters
In addition to being named the Grand Motivation Master, HON earned the Motivation
Master award in the Channel Sales category. The other two honorees this year are:
Sales Incentives
Company: DEX Imaging
Incentive House: Dittman Incentive Marketing
The DEX – In the City by the Bay program by DEX
Imaging, an independent dealer of Konica Minolta
and Kyocera document imaging equipment, is
part of a long-running and successful series of
company incentive and recognition events. There
has been a 900 percent increase in sales over the
years the program has been in place, and sales
increased 18.5 percent year-over-year in 2010.
Over 36 percent of DEX Imaging’s 2010 sales
were generated during the contest period.
Engagement/Recognition
Company: Eli Lilly Canada
Incentive House: Achievers
Eli Lilly Canada’s peer-to-peer employee recognition program, hinged on a web-based platform,
allowed 500 employees and managers to recognize one another for living company values
and performing desired behaviors. Just one year
after implementing the program, the pharma firm
saw dramatic increases in employee engagement scores. It is now number one worldwide
when ranked against its industry competitors in
employee engagement.
SEE HOW A LITTLE MOTIVATION CAN GO A LONG WAY. Let your team know that hard work, going the extra mile, and performing beyond expectations can really get them somewhere. That somewhere could be the golf course, the spa, or maybe even the Caribbean. Whichever Marriott Award you choose, it’s sure to be way cool.
MOTIVATE. REWARD. INSPIRE.®
