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. Ronnie O’Sullivan recently turned down the chance to go for a 147 break in a tournament because the prize fund of £10,000 was “too cheap”. If there were no prize he might have gone for…

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