ABSTRACT
After fieldwork in five US cities, and over two months of analysis, our team developed a set of solid design principles tailored specifically to the values, behaviors, and needs of sales reps in the Gen Y age cohort. Then we calibrated the potential reach of our findings with quantitative research, and carefully crafted a prototype for a sales incentive program. It offered Gen Y sales reps opportunities for hands-on learning, integrated peer mentoring, and provided a blend of support and independence that aligned with their expectations. It also included a social networking component, the ability to personally tailor rewards, and an online dashboard that pulled it all together.
