Tag Archives: sales incentives

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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