CREATE AN INCENTIVE COMPENSATION PLAN KNOWING IT WILL BE GAMED Tired of the reality that within five minutes of announcing an incentive plan someone on your sales team starts to find ways to game the plan? THERE IS NOTHING WRONG WITH THAT! By gaming, sales reps are trying to achieve the goals you set out. Too many companies walk away from incentives thinking they create a scenario in which every win by a team member means a loss for the company. The only thing a "loss" means, though, is that you, the corporate leader, ...
Read More
CREATE AN INCENTIVE COMPENSATION PLAN KNOWING IT WILL BE GAMED Tired of the reality that within five minutes of announcing an incentive plan someone on your sales team starts to find ways to game the plan? THERE IS NOTHING WRONG WITH THAT! By gaming, sales reps are trying to achieve the goals you set out. Too many companies walk away from incentives thinking they create a scenario in which every win by a team member means a loss for the company. The only thing a "loss" means, though, is that you, the corporate leader, wrote a bad plan. Instead of fighting the gamers on your staff, build your incentive plan knowing that your sales reps will take every possible means to earn their badges, bonuses, checks, extra PTO days, or whatever other bait you dangle in front of them. Game the Plan's revolutionary, three-pronged approach takes the guesswork out of creating the right plan by reviewing a combination of academic, experiential, and empirical data. And the self-assessment exercises will help you diagnose and fine-tune your company's incentive strategy effectiveness. Christopher Cabrera offers you a way to intelligently harness the unique motivational composition of your workforce and systematically spike company-wide collaboration and profitability across every job function and department. This is your key to drive your employees to the right behavior by crafting a dialed-in incentive plan that motivates them to be more productive and loyal. " Game the Plan is a must-read. Chris shows how to use real-life data to create killer incentive compensation strategies that will transform your enterprise." -Marc Benioff, Chairman and CEO, salesforce.com "The ideas here resonate for me as a business executive and a former pro-football player. The right incentives are powerful motivators, and Game the Plan explains these ideas brilliantly." -Ronnie Lott, NFL Hall of Fame (2000 Inductee) "Chris and his team have designed a tool that creates more engaged employees, drives the right behavior, and helps organizations meet their goals. I've seen his principles work first hand." -Steve Cakebread, former CFO, Salesforce.com "Chris gives real-world tips, relevant research, and great examples to better reward our sales producers. Start here to 'game the plan' well!" -David J. Cichelli, Sr. Vice President, The Alexander Group, Inc. "If you've thumbed your nose at incentives because you think they create win/lose scenarios, Chris will quickly change your mind." -Keith Krach, Chairman and CEO, DocuSign "Chris has written a fantastic book that helps bridge the 'sales & finance' chasm. If you deal with compensation, especially sales compensation, read this book." -Aaron Ross, bestselling author of Predictable Revenue " Game The Plan should be on every sales manager's and CFO's must-read list." -Barry Rhein, founder of Selling Through Curiosity " Game The Plan is the perfect example of why you should go with the tide instead of against it. There's brilliance in the simplicity of taking the natural tendencies of human behavior and rewarding those who achieve financial results." -Rodahl Leong-Lyons, VP of Sales-Americas, Hyatt Hotels Corporation "This is an easy, fast, and insightful read that delivers far more than the even title promises. [Chris] unveils the many powerful links between human motivation and business performance." -Gerhard Gschwandtner, founder and CEO, Selling Power "Chris stands out with his vision, experience, and access to hard data. It takes this unusual combination to inspire this unconventional insight." -Alan Benson, PhD candidate, MIT Sloan "Compensation plans can make or break employee morale and customer satisfaction. For the first time, [Chris] shows how to build those plans." -Paul Greenberg, author of CRM at the Speed of Light , 4th Edition.
Read Less
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
Good. Simply Brit – welcome to our online used book store, where affordability meets great quality. Dive into a world of captivating reads without breaking the bank. We take pride in offering a wide selection of used books, from classics to hidden gems, ensuring there's something for every literary palate. All orders are shipped within 24 hours and our lightning fast-delivery within 48 hours coupled with our prompt customer service ensures a smooth journey from ordering to delivery. Discover the joy of reading with us, your trusted source for affordable books that do not compromise on quality.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
Very good. Connecting readers with great books since 1972! Used books may not include companion materials, and may have some shelf wear or limited writing. We ship orders daily and Customer Service is our top priority!
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
Very good. Connecting readers with great books since 1972! Used books may not include companion materials, and may have some shelf wear or limited writing. We ship orders daily and Customer Service is our top priority!
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
Very good. Connecting readers with great books since 1972! Used books may not include companion materials, and may have some shelf wear or limited writing. We ship orders daily and Customer Service is our top priority!
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
Fine. Trade paperback (US). Glued binding. 224 p. In Stock. 100% Money Back Guarantee. Brand New, Perfect Condition, allow 4-14 business days for standard shipping. To Alaska, Hawaii, U.S. protectorate, P.O. box, and APO/FPO addresses allow 4-28 business days for Standard shipping. No expedited shipping. All orders placed with expedited shipping will be cancelled. Over 3, 000, 000 happy customers.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
New. Trade paperback (US). Glued binding. 224 p. In Stock. 100% Money Back Guarantee. Brand New, Perfect Condition, allow 4-14 business days for standard shipping. To Alaska, Hawaii, U.S. protectorate, P.O. box, and APO/FPO addresses allow 4-28 business days for Standard shipping. No expedited shipping. All orders placed with expedited shipping will be cancelled. Over 3, 000, 000 happy customers.