Choose rewards from your own products.

Choose a reward people can use.

Decisions to work through

1. 1.Name the behavior

   Start with the action the program should encourage before choosing the catalog.

   • Is the program building product familiarity, recommendations, training completion, sales, or loyalty?
   • Does the reward happen before the sale, after the result, or across both moments?
   • What should the salesperson or partner be more likely to do next?

   Take away: A reward objective tied to one observable action.

2. 2.Match rewards to each group

   Different groups may need different product values, choices, limits, or alternatives.

   • Which roles and partner groups can influence the outcome?
   • Do region, product line, tenure, certification, or performance change the offer?
   • Who needs a non-product alternative because the product is not relevant or practical?

   Take away: A group-to-reward plan with clear eligibility.

3. 3.Build the reward mix

   Combine product access, products, accessories, branded items, points, and payouts only where each option has a clear purpose.

   • Which brand products create useful firsthand experience?
   • Should people choose from a catalog or unlock a specific item?
   • Do points support progress and choice better than an immediate reward?

   Take away: A focused reward mix with a reason for every option.

4. 4.Plan cost and delivery

   Treat inventory, total cost, shipping, substitutions, and support as part of the reward design.

   • Who owns inventory and delivery for each reward?
   • What happens when a product is unavailable or replaced?
   • Which tax, payment, shipping, or market requirements need review?

   Take away: A cost and delivery plan with owners and exception rules.

5. 5.Keep status and learning visible

   Show what was earned, selected, delivered, returned, or still waiting, then review which rewards actually changed participation.

   • What status should people see after choosing a reward?
   • Which rewards are selected, delivered, and used most often by each group?
   • What will cause the team to add, remove, or change a reward?

   Take away: A reward record and review cadence connected to the program outcome.

Give sellers firsthand product experience.

Illustrative example

A beauty brand is entering a new retail partner. Store advisors need enough product familiarity to make credible recommendations, while the brand also wants to reward verified launch activity.

Before the sale

Verified advisors receive controlled product access so they can experience the product before launch.

During launch

Advisors can earn points for eligible launch activities and verified sales without losing the product-education purpose.

Reward choice

Points unlock products and accessories relevant to the advisor, with another option where the product is not practical.

Learning

The brand compares access, participation, reward selection, delivery, and product movement by store and role.

Before launch

• The target behavior is defined before the reward mix.
• Each group has relevant reward options and eligibility rules.
• Brand products have a clear product-experience purpose.
• Points, products, codes, and payouts each have a defined role.
• Inventory, cost, shipping, tax review, and delivery owners are known.
• Unavailable products and substitutions have written rules.
• People can see selection and delivery status.
• The review plan connects reward choice with participation and business outcomes.

Common questions