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