Jul 11, 2022
Written by: Professor George John, Ph.D, General Mills/Paul S. Gerot Chair, Professor of Marketing, University of Minnesota Carlson School of Management; William Johnson, Division VP, Sales and Channel
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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."
But is cash the most effective sales performance incentive?
Learn what University of Minnesota researchers found when they pitted cash versus non-cash rewards in a $700 million business segment.