How to use staff incentives to meet targets

I’m often asked about targets for staff incentives, targets that are ‘easy’ to hit. My response is always “easy doesn’t mean it will be achieved”, says Emil McMahon. Incentives and targets should be a well planned and consistent part of a salon’s year plan and as such should be something that the team expect to happen and are excited by the opportunity they bring. The normal incentive scenario usually follows a training session whereby the salon feels justified in setting new challenges, new goals - targets! Perhaps the salon has received some goodies from their supplier and they are used to incentivise the staff, possibly there is a monetary prize to be won. But, everyone knows that someone will always exceed above everyone else, the individual that soars and achieves greatness over and above the expected targets. Why this happens is easy to understand. Certain people are born to challenge, to compete, and they will go for gold at every given opportunity. They will understand the dynamics of a targeted objective and respond accordingly. The majority of the salon team members will do their best but not actively engage in pursuit of the target because they know who is going to win! Even when an incentive is set and the target is ‘easy’ it still doesn’t captivate the team members who already know who the winner is going to be. This doesn’t mean that they aren’t interested, it just means they know the outcome before the event begins. So how does a targeted incentive work for all? The key points are:

•  A chance for everyone to win something
• Targets based on individuals client base - the more regular clients the greater the target
• Varying levels of target with relevant incentives - reach X and receive Y
• Weekly ‘push points’ that add value to each element of the activity - recommend an upsell of colour and receive X additional points
• Regular team meeting updates with ‘prize giving’
•  Easy to understand monitoring sheets for all to see

By offering different levels of targets and incentives, and the chance for all to win, every member of the salon team has an equal opportunity to succeed and take part in the promotion. Assistants, reception staff, and stylists can all achieve their own individual ‘goals’ and feel part of an activity that is a regular, scheduled part of the salon’s promotional calendar. Setting a target, offering an incentive because the salon has received training or gifts from a supplier might create a spike in business but it will be short lived. Building incentives into the year plan and utilising the training and gifts helps level out the mind-set of all the team, especially if they all know that they can participate in something that gives each and every team member an achievable goal. Easy incentives are not the answer, a planned, regular, focussed programme gives all staff an opportunity to succeed with some effort and challenge attached to the set targets. Emil McMahon has more than 35 years in the hairdressing industry and offers bespoke training to salons. Contact: [email protected] 07885 985843