Four Lessons on Team Sales Incentives From the Service Industry

Posted by Steve Marley on Fri, Dec 12, 2014

I was having dinner with a colleague at a restaurant the other week, and I noticed something interesting that applies to sales incentives. Our server took our drink order and, shortly after, our food order. After she brought our food and drinks, and around halfway through the meal, another server stopped by our table and asked if she could get us anything else. After she left, my colleague and I both wondered what happened to our original server. Did her shift finish? Do we have a new server? Were two or more servers “sharing the floor”?


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How to Spot Sales Comp Dangers—Before They Surface

Posted by Chad Albrecht on Tue, Sep 03, 2013

When I hit 40, I was reminded that this was the magical age in which annual doctor checkups were now recommended. “Why?” I thought, “I feel fine.” During the checkup, my doctor found elevated cholesterol and slightly elevated blood pressure—“silent killers” that are easily treatable but dangerous if left untreated.

And so it goes with sales compensation. Sadly, most companies don’t get a checkup on their incentive plan until it goes untreated so long that serious symptoms rise to the surface.


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Think (Daniel) Pink: Does Provocative Motivation Study Apply to Sales?

Posted by Chad Albrecht on Wed, Jul 31, 2013

Three things motivate human beings: autonomy in your role, mastery of your domain area, and purpose. This according to Daniel Pink in his 2009 book, Drive: The Surprising Truth About What Motivates Us. Pink derives these conclusions from multiple motivation studies and dramatically simplifying them for non-academic consumption.

What doesn’t motivate, says Pink? Monetary incentives. Sure, they may work in very simple tasks but not for anything requiring significant cognitive abilities. For those, we look to autonomy, mastery and purpose.


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Three Ways to Offset the Loss Leader Maneuver for Gaming Comp Plans

Posted by Jonathan Ezer on Tue, Mar 19, 2013

Like supermarkets selling milk or eggs below cost, some salespeople try to "get customers in the door" by exploiting loss leaders. The strategy is one of the ways sales reps can game their comp plans, as discussed in my previous blog post and identified in recent interviews ZS conducted with sales compensation analysts.


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One Simple Answer to the Top Incentive Issue

Posted by Chad Albrecht on Fri, Feb 15, 2013

What are the six most common sales incentive issues faced by professionals? We’ll reveal them all in an upcoming webinar on Feb. 27.

In this post, we hit on one issue that annually nears the top of the list: the need to simplify your incentive plans. 


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