Category: Sales management

“A” for Effort or “F” for Fail?

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At Xactly, we know that incentive compensation can produce win-win outcomes for companies and their employees. In Game the Plan: Every Sales Rep’s Dream; Every CFO’s Nightmare, Xactly CEO Christopher W. Cabrera brings attention to this important idea and also challenges readers to change their mindset about what it means to  “game the plan.” When compensation and incentives are done right, gaming the plan actually motivates reps to meet goals that benefit both…

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5 Critical Ways to Tap into Your Team’s Psychology & Inspire Performance

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Motivators are like fingerprints – everybody has a different set. This can be a daunting realization for most managers, that everyone want’s something unique to them, and trying to take this into account while crafting a compensation strategy is downright dizzying. But because motivation is a science, we can get closer than ever to pinpointing the motivational desires of each employee. Why is this? Because while no two people have the same set of…

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What would you do for a Starbucks™ card?

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What would you do for a Starbucks™ card?

If you’re anything like me, you’d probably do more for that card than you would for a Klondike™ bar. Pier 1™ leaders obviously understand the power of a Starbucks card to encourage positive employee behavior, and their latest incentive program is the proof.

Let’s back up: Last weekend, I was shopping at Pier 1 Imports (I was in the market for some new dining room chair cushions.) Upon…

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