Sales and Marketing Management

DECEMBER 17, 2018

Author: TIM HOULIHAN Do you avoid team incentives because you are worried about being fair? Teams perform better than individuals [ Kuhn, “Experiments on Motivation, Incentives and Rationality” 2007 ], and you and your bottom line can benefit from rewarding teams. Worry no more. Don’t ask team members to rate each other.

Incentives 149

Incentives Incentive Compensation ROI 149

The Sales Hunter

FEBRUARY 20, 2012

He eventually lost a great job and thousands of dollars in incentive bonus because instead of helping his people succeed, he became a roadblock to success. customer service. December 2007. November 2007. October 2007. September 2007. .” What happened to Dave? cold calling. discounting.

Motivation 220

Motivation Sales Management Hiring Negotiation 220

The Sales Hunter

NOVEMBER 14, 2011

Focus on growing key customers. Create a better incentive plan. customer service. December 2007. November 2007. October 2007. September 2007. ” The typical response goes like this: You devise several homemade remedies to ensure you do better next year. Hire only top sales reps.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155