How not to incentivise your salespeople

Many of us are incentivised to perform certain functions or achieve specific results. Commissions, bonuses are supposed to influence behaviour and provide some motivation to perform better. However the strongest form of motivation is intrinsic, it’s built in to the person to behave in a motivated way and incentives can often get in the way. […]

Carrot and Stick Motivation is History

We know about this, it’s been well documented. But I feel we need to move on and be a little more subtle and elegant about how we motivate our salespeople. Stick first. A report came in from China this year of a sales company who punished their failing salespeople by making them crawl around the […]

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