{"id":793,"date":"2025-03-24T21:36:27","date_gmt":"2025-03-25T03:36:27","guid":{"rendered":"https:\/\/www.biworldwide.com\/en-latam\/?p=793"},"modified":"2025-03-24T21:36:41","modified_gmt":"2025-03-25T03:36:41","slug":"is-cash-king","status":"publish","type":"post","link":"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/is-cash-king\/","title":{"rendered":"Is cash king?"},"content":{"rendered":"
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Home<\/a><\/span><\/span><\/div>\t\t\t<\/div>\n\t\t\n\t\t\t\t\t
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\n\t\t\t\tIs cash king?\t\t\t<\/h1>\n\t\t\t\t\t\t\t\t\t\t
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About 50 years of studies have shown if you ask a sales person how they would like to be rewarded for performance the answer is almost always “cash.”<\/p>\n\n\n\n

But is cash the most effective sales performance incentive?<\/p>\n\n\n\n

Learn what University of Minnesota researchers found when they pitted cash versus non-cash rewards in a $700 million business segment.<\/p>\n\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t<\/div>\n<\/div>\n\n\n\n

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Do cash incentives work better than non-cash incentives?<\/p>\n\n\n\n

On the surface it\u2019s a relatively simple, straightforward question but in truth, it\u2019s one of the great debates in the field of sales compensation programs \u2014 and one that requires a remarkably complex and nuanced answer.<\/p>\n\n\n\n

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We recently hosted a webinar<\/a> on this cash vs. non-cash topic featuring Professor George John from the University of Minnesota\u2019s Carlson School of Management. Over the course of his presentation, Dr. John walked through an academic study that compared the effectiveness of cash compensation versus non-cash incentives in a $700 million business segment. While we won\u2019t go into too much statistical detail (it\u2019s all in the webinar<\/a>), here is a general overview.<\/p>\n\n\n\n

Let\u2019s start with the basics. There are three types of incentive rewards:<\/p>\n\n\n\n

\u2022 Tangible<\/strong> \u2013 Cash in the form of commissions and bonuses, which are tied to some kind of formula based on measured performance.<\/p>\n\n\n\n

\u2022 Non-cash tangible<\/strong> \u2013 Points redeemable for a curated catalog of merchandise or experiences.<\/p>\n\n\n\n

\u2022 Intangible<\/strong> \u2013 Socially-visible recognition in the form of a plaque, photo, company-wide announcement, etc.<\/p>\n\n\n\n

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Types of incentive compensation<\/h2>\n\n\n\n

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\n\t\t\t\t\t\t\tTangible\t\t\t\t\t<\/h3>\n\t\t
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Commissions and\/or bonuses paid for measured performance.<\/p>\n\n<\/div>\n\t<\/div>\n\t<\/div>\n\n

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\n\t\t\t\t\t\t\tNon-cash tangible\t\t\t\t\t<\/h3>\n\t\t
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Merchandise, catalog “points” for measured performance.<\/p>\n\n<\/div>\n\t<\/div>\n\t<\/div>\n\n

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\n\t\t\t\t\t\t\tIntangible\t\t\t\t\t<\/h3>\n\t\t
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Recognition awards (no economic cost) for measured performance.<\/p>\n\n<\/div>\n\t<\/div>\n\t<\/div><\/div>\n<\/div>\n<\/div>\n\n\n\n

For the purpose of his study, Dr. John eliminated intangible rewards to focus solely on cash and points, or combinations of the two. The subject of the study was a Twin Cities-based sales force that sold a national brand of frozen food to grocery stores. Their annual sales were around $700M. The company had an existing merchandise incentive plan based on what they call Ovation Points. Each Ovation Point had a real delivery cost to the company of $3.75. (Keep that figure in mind because we\u2019ll be coming back to it.)<\/p>\n\n\n\n

The sales force was rewarded with a mix of Ovation Points and cash bonuses every time they hit a series of three escalating sales targets. According to Dr. John, about 50 years of studies have shown that if you ask a sales person how they would like to be rewarded for increased performance, they nearly always want cash. Here\u2019s Dr. John\u2019s theory:<\/p>\n\n\n\n

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\u201cCash rewards are supposed to trump non-cash tangible rewards. Why? Because number one, from an employee standpoint, I can use the cash to do whatever I want. With the non-cash rewards, I\u2019m limited to the items I can get from the catalog. Sure, the catalogs get bigger and there are more items there, but it\u2019s still not as good as cash and that\u2019s where the expression \u2018cash is king\u2019<\/strong> comes from.\u201d<\/p>\n<\/blockquote>\n\n\n\n

In this particular conjoint study, it was determined through a variety of calculations that the sales force attributed a cash value of 55 cents to each Ovation Point. But if the real cost of an Ovation Point was $3.75, and staff only valued it at 55 cents, what was the point of offering non-cash tangible rewards at all?<\/p>\n\n\n\n

This is where mental accounting and mental \u201cbuckets\u201d came into play. Again, we\u2019ll let Dr. John explain:<\/p>\n\n\n\n

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\u201cWe don\u2019t look at our benefits or the income we have as a global construct. We actually partition it out into buckets, hence the term, mental accounting. And then we value each bucket and think about our gains and losses, relative to each bucket, before we add it up. Let me give you an example. Right now, the stock market has melted down over the last couple of months so we are painfully aware that our retirement bucket, as distinct from our spending bucket, might be different. Our spending bucket might be driven more by our salary. And as long as I haven\u2019t lost my job, my spending bucket is more or less constant, whereas my retirement bucket just took a hit. That\u2019s an example of different buckets. So how does this apply to our incentive plans? If people see points, those Ovation Points, and cash as different buckets, they might react differently to them.\u201d<\/p>\n<\/blockquote>\n\n\n\n

And that\u2019s precisely what the study proved by converting the cash + Ovation Points reward structure into a cash-only construct.<\/p>\n\n\n\n

Over a period of time, two things happened:<\/p>\n\n\n\n

1) Overall sales figures dropped by 4.5% (largely through a reduction in selling effort).<\/strong><\/p>\n\n\n\n

2) The sales force began to view Ovation Points very differently.<\/strong><\/p>\n\n\n\n

When Ovation Points were removed from the equation (without warning or consultation) their perceived value skyrocketed from 55 cents to $5.70! Why? Because they were placed into different mental buckets. Points don\u2019t get placed into the family cash bucket for use on mundane, everyday expenses; they have high discretionary value to be redeemed for wants as opposed to needs.<\/p>\n\n\n\n

\"Bar<\/figure>\n\n\n\n

A final word from Dr. John:<\/p>\n\n\n\n

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\u201cWhat\u2019s the takeaway? Tangible non-cash plans are worth the expense \u2014 they\u2019re more than worth the expense. Why? Because it capitalizes on our human tendency to employ mental buckets. So how do you leverage this?<\/p>\n\n\n\n

Number one, buckets are more likely to be formed when you make your point programs more distinctive. Number two, there is variability across salespeople so try and offer choices, if that\u2019s a possibility. I know that\u2019s complicated; I know it makes administrative life miserable but it is important if we can offer choices, perhaps as a menu of two choices. You can overweight points or you can overweight cash….Try and make them distinctive, try and engage these notions of mental accounting.\u201d<\/p>\n<\/blockquote>\n\n\n\n

Though many have supported the maxim that cash is king, Dr. George John\u2019s study and webinar demonstrate that to drive business results, the reality is the opposite.<\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

Do cash incentives work better than non-cash incentives? On the surface it\u2019s a relatively simple, straightforward question but in truth, it\u2019s one of the great debates in the field of sales compensation programs \u2014 and one that requires a remarkably complex and nuanced answer. We recently hosted a webinar on this cash vs. non-cash topic featuring Professor […]<\/p>\n","protected":false},"author":58,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"associated_experts":[],"featured_image_focal_point":{"x":0.5,"y":0.5},"footnotes":""},"content-topic":[],"problem-space":[],"class_list":["post-793","post","type-post","status-publish","format-standard","hentry"],"featured_media_global":[],"yoast_head":"\nIs cash king? - Latin America (English)<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/is-cash-king\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Is cash king? - Latin America (English)\" \/>\n<meta property=\"og:description\" content=\"Do cash incentives work better than non-cash incentives? 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