Will Uber Influence How You Design Incentive Plans?

Posted by Steve Marley on Wed, Apr 05, 2017


Uber has had a rough time in the news recently—and much of it is for good reason, apparently. The New York Times published an article on Sunday, April 2, that focused on how Uber was trying to motivate its drivers to work longer hours, during peak times or in areas where demand was exceeding supply. The ways in which Uber is trying to accomplish these goals are based, in many ways, on the principles of behavioral economics. ZS has done a lot of work in this space, and we’ve written about the ways that behavioral economics can be used to shape, influence and understand the actions of the sales force.


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From Housework to Sales Comp: Four Tips for Making Operational Improvements

Posted by Steve Marley on Thu, Nov 03, 2016


Over the years, I’ve helped a number of companies successfully improve their sales compensation operations. I don’t know whether that type of work has spilled into my personal life or if I’m successful in this work because of my natural thought processes. Whichever came first, I now consider many things in everyday life in operational terms.


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Can Incentive Programs Find Inspiration in Sports Contracts?

Posted by Steve Marley on Mon, Oct 24, 2016

 

October is great month to be a sports fan in America: Hockey and basketball seasons are starting, baseball playoffs are in full swing and the football season—both professional and college—is well under way. Although it’s more common before the season starts, this is also a time when we hear a lot about player contracts. Contracts in professional sports are typically negotiated on three main components: the length of the contract, the guaranteed portion of the contract, and the incentives that allow the athlete to earn more money. Contracting decisions are made with two pieces of information: historical performance data and expectations of future performance.


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Sales Compensation Principles, Sports Contracts and Artemi Panarin

Posted by Steve Marley on Wed, Apr 20, 2016

I was born in Canada, a lifelong (suffering) fan of the Toronto Maples Leafs hockey team. When I moved to Chicago to work with ZS, I had the good fortune of witnessing the growth of a perennial contender for the Stanley Cup in the Chicago Blackhawks. The NHL has salary caps, as do most professional sports leagues. Salary caps are put in place to ensure that large market teams do not simply “buy” championships or create competitive imbalances. It’s not a perfect system, but most people understand why caps are in place.


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Segmenting Your Sales Force: What Marketing Can Teach Sales About Incentives

Posted by Steve Marley on Thu, Mar 31, 2016

Brian Thompson co-authored this blog post.

An average audience of almost 112 million people tuned in to watch the 2016 Super Bowl, according to Nielsen. In recent years, the hype leading up to the Super Bowl seems to be as much about the commercials as the game, itself. Reportedly, advertisers now have to pay $5 million for a 30-second TV spot and, for that amount, brands pull out all the stops. The cost is staggering: It equates to paying $167,000 for every one second of air time.


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