How to design sales incentives that actually change behavior
Sales incentives should do more than pay people for what already happened. They should shape what happens next.
Watch this on-demand webinar to hear Dr. Mike Ahearne, one of the world’s leading experts on sales performance and compensation design, as he challenges thinking about incentives, contests, and spiffs and shows how leaders can design programs that motivate different segments of the sales force in different ways.
You’ll learn how to:
- Design sales incentives that motivate each segment in different ways
- Recognize how repeated “near misses” can affect motivation, retention, and performance
- Use non-cash incentives, loss framing, status, and goal structures to drive stronger behavior change
- Build incentive plans that are targeted, understandable, and fair
- Improve performance by helping salespeople better understand how they are measured, rewarded, and progressing toward goals