Tag Archives: sales commissions

Sales Incentives: the Puzzle of Motivation

This 9 minute video by Dan Pink, author of DRiVE, is a humorous and enlightening white board presentation on how the same incentives can be either effective or ineffective depending on the circumstances.  I know a number of sales managers … Continue reading

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Software Sales Compensation Design

At least once every year we all need to create/review our incentive compensation strategy.  It’s all too easy to assume last year’s plan will work again in the coming year and, even if it did work, there is evidence that some … Continue reading

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