Post on 01-Nov-2014
description
7 best practices in
Compensation
Communication
Kurt Nelson, PhD
1. Utilize communication campaign approach
Campaign: Tied together through use of look and theme Campaign strategy focuses on moving from
awareness to interest to understanding to action Build upon previous content Create anticipation for next installment
2. Campaign uses a mix of communication vehicles/platforms
Multiple touch points with the sales representative to build awareness and capture attention
Borrow ideas from consumer marketing – mix of web, paper, live, and guerilla marketing tactics (focus on breaking through the clutter)
3. Mine communication data from electronic sources
Tracking time spent on specific pages or topics
See which topics/pages were viewed most/least
How many people viewed and when they viewed information
4. Interactive communications
Use technology to involve participants Gaming is used to reinforce key concepts or
engage participants in contentClick thru / roll over provide participant with
more control over what content they see
5. Include paper communications
Paper communications has been shown to activate different brain responses compared to electronic – creating more emotional engagement
Utilize paper as part of the overall communications mix
6. Graphics are used as communication content
Info graphics are used to simplify and convey a lot of information in a small space
Graphical representation of key information provides greater recall
Provide visual connections between aspects of the plan
7. Utilization of story based communications
Companies using real rep stories or generating generic rep situations to create greater comprehension of “how” sales plans impact sales representatives
Create a compelling storyline – build to the call to action
For more information contact
www.lanterngroup.com
kurt@lanterngroup.com
Blog: http://thelanterngroup.wordpress.com
Twitter: www.twitter.com/WhatMotivates
612-396-6392