Incentive - October 2008 - (Page 14) COVER STORY CONNECTS in Hawaii In creating a Chairman’s Club incentive program, the tech giant discovers that face time with senior executives is the motivator its top sellers crave most By Andrea Doyle Photography by Shaun Fenn here, on the beautiful island of Lana’i, once known as the Pineapple Island for its fields of golden fruit, set on a protected marine sanctuary, a group of Cisco Systems’ employees were gathered in meeting rooms in deep conversation, and there was no place they’d rather be. Originally slated for two-anda-half hours, many of these roundtables went more than an hour over. Working from a remote location has its perks, but can sometimes leave an employee feeling disconnected from the rest of the team, especially upper management. Cisco, a company Cisco Systems T focused on just that (connections), brought together the winners of its Cisco Premiere Sales Recognition Program, also known as the Chairman’s Club, on its first-ever incentive trip, held at the Four Seasons Resort Lana’i at Manele Bay last November. A leading supplier of networking equipment and network management for the Internet, San Jose, Calif.–based Cisco inducts only its top 1.5 percent of performers into the Chairman’s Club. Last year’s winners and spouses or partners were invited to a five-day, four-night trip to Lana’i, Hawaii, hosted by Cisco’s executive staff. Exhilaration was in the air, as this elite Cisco sales group congregated from all over the world, excited to spend five days at the Four Seasons resort in Lana’i, exchanging business perspectives with their global peers and Cisco’s executive staff. “Everyone got to know each other on a personal level. There were such inspiring conversations,” says Christine Castle, Cisco Systems’ director of global sales operations, incentives and engagement programs. Several years ago, Cisco was in the beginning stages of implementing a global, multitiered sales incentive and 14 | Incentive | October 2008 | incentivemag.com http://www.incentivemag.com
Table of Contents Feed for the Digital Edition of Incentive - October 2008 Incentive - October 2008 Contents Editor's Note Headlines Cover Story: Face Time with Senior Executives is the Top Motivator of Cisco Systems' Chairman's Club Winners Incentive Interview Safety Incentives: Safety Drives a Limousine Service's Motivational Efforts Case Study Primer Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line Research: Travel IQ Travel News Florida Coast to Cost Caribbean Escape Potentials Here and Now Gadgets & Power Tools: High-End Roars Seen at the Motivation Show Advertisers Index Off the Cuff Incentive - October 2008 Incentive - October 2008 - Incentive - October 2008 (Page Cover1) Incentive - October 2008 - Incentive - October 2008 (Page Cover2) Incentive - October 2008 - Contents (Page 3) Incentive - October 2008 - Editor's Note (Page 4) Incentive - October 2008 - Editor's Note (Page 5) Incentive - October 2008 - Headlines (Page 6) Incentive - October 2008 - Headlines (Page 7) Incentive - October 2008 - Headlines (Page 8) Incentive - October 2008 - Headlines (Page 9) Incentive - October 2008 - Headlines (Page 10) Incentive - October 2008 - Headlines (Page 11) Incentive - October 2008 - Headlines (Page 12) Incentive - October 2008 - Headlines (Page 13) Incentive - October 2008 - Cover Story: Face Time with Senior Executives is the Top Motivator of Cisco Systems' Chairman's Club Winners (Page 14) Incentive - October 2008 - Cover Story: Face Time with Senior Executives is the Top Motivator of Cisco Systems' Chairman's Club Winners (Page 15) Incentive - October 2008 - Cover Story: Face Time with Senior Executives is the Top Motivator of Cisco Systems' Chairman's Club Winners (Page 16) Incentive - October 2008 - Cover Story: Face Time with Senior Executives is the Top Motivator of Cisco Systems' Chairman's Club Winners (Page 17) Incentive - October 2008 - Cover Story: Face Time with Senior Executives is the Top Motivator of Cisco Systems' Chairman's Club Winners (Page 18) Incentive - October 2008 - Cover Story: Face Time with Senior Executives is the Top Motivator of Cisco Systems' Chairman's Club Winners (Page 19) Incentive - October 2008 - Incentive Interview (Page 20) Incentive - October 2008 - Incentive Interview (Page 21) Incentive - October 2008 - Safety Incentives: Safety Drives a Limousine Service's Motivational Efforts (Page 22) Incentive - October 2008 - Safety Incentives: Safety Drives a Limousine Service's Motivational Efforts (Page 23) Incentive - October 2008 - Case Study (Page 24) Incentive - October 2008 - Case Study (Page 25) Incentive - October 2008 - Case Study (Page 26) Incentive - October 2008 - Primer (Page 27) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 28) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 29) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 30) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 31) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 32) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 33) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 34) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 35) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 36) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 37) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 38) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 39) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 40) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 41) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 42) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 43) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 44) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 45) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 46) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 47) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 48) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 49) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 50) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 51) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 52) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 53) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 54) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 55) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 56) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 57) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 58) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 59) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 60) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 61) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 62) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 63) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 64) Incentive - October 2008 - Learning: Diving into Incentives for the Mind Enhances Both Loyalty and the Bottom Line (Page 65) Incentive - October 2008 - Research: Travel IQ (Page 66) Incentive - October 2008 - Research: Travel IQ (Page 67) Incentive - October 2008 - Research: Travel IQ (Page 68) Incentive - October 2008 - Research: Travel IQ (Page 69) Incentive - October 2008 - Research: Travel IQ (Page 70) Incentive - October 2008 - Travel News (Page 71) Incentive - October 2008 - Travel News (Page 72) Incentive - October 2008 - Travel News (Page 73) Incentive - October 2008 - Travel News (Page 74) Incentive - October 2008 - Florida Coast to Cost (Page 75) Incentive - October 2008 - Florida Coast to Cost (Page 76) Incentive - October 2008 - Florida Coast to Cost (Page 77) Incentive - October 2008 - Florida Coast to Cost (Page 78) Incentive - October 2008 - Florida Coast to Cost (Page 79) Incentive - October 2008 - Florida Coast to Cost (Page 80) Incentive - October 2008 - Caribbean Escape (Page 81) Incentive - October 2008 - Caribbean Escape (Page 82) Incentive - October 2008 - Caribbean Escape (Page 83) Incentive - October 2008 - Potentials Here and Now (Page 84) Incentive - October 2008 - Potentials Here and Now (Page 85) Incentive - October 2008 - Gadgets & Power Tools: High-End Roars (Page 86) Incentive - October 2008 - Gadgets & Power Tools: High-End Roars (Page 87) Incentive - October 2008 - Seen at the Motivation Show (Page 88) Incentive - October 2008 - Advertisers Index (Page 89) Incentive - October 2008 - Off the Cuff (Page 90) Incentive - October 2008 - Off the Cuff (Page Cover3) Incentive - October 2008 - Off the Cuff (Page Cover4)
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