What’s My Motivation?

When sales are slow, consider offering incentives to keep employees motivated. JCK interviewed Karen Renk, executive director of the Incentive Marketing Association, Naperville, Ill., on the variety and value of incentives: JCK: What types of incentives exist? Karen Renk: Open-ended incentives are ones that everyone can achieve, and closed-ended ones allow for a single top-award recipient. JCK: What do you think about cash incentives? KR: Many employees may not reveal a "bonus" but they will brag about a prize. This type of excitement may motivate other employees to try harder. JCK: What types of incentives do you recommend? KR: For retailers, whatever is appropriate for your staff. Certainly jewelry salespeople's likes differ from those selling sporting goods. Also, always reinforce your company's corporate image and goals. For example, if you head a

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