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
Add this copy of Game the Plan: Every Sales Rep's Dream, Every CFO's to cart. $7.99, very good condition, Sold by Jenson Books Inc rated 4.0 out of 5 stars, ships from Logan, UT, UNITED STATES, published 2017 by River Grove Books.
Add this copy of Game the Plan to cart. $8.95, good condition, Sold by Once Upon A Time Books rated 4.0 out of 5 stars, ships from Tontitown, AR, UNITED STATES, published 2014 by River Grove Books.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
This is a used book in good condition and may show some signs of use or wear. This is a used book in good condition and may show some signs of use or wear.
Add this copy of Game the Plan: Every Sales Rep's Dream, Every Cfo's to cart. $11.72, like new condition, Sold by ThriftBooks-Atlanta rated 5.0 out of 5 stars, ships from Austell, GA, UNITED STATES, published 2017 by River Grove Books.
Add this copy of Game the Plan: Every Sales Rep's Dream, Every Cfo's to cart. $11.72, like new condition, Sold by ThriftBooks-Baltimore rated 5.0 out of 5 stars, ships from Halethorpe, MD, UNITED STATES, published 2017 by River Grove Books.
Add this copy of Game the Plan to cart. $12.18, good condition, Sold by Goodwill of Colorado rated 5.0 out of 5 stars, ships from COLORADO SPRINGS, CO, UNITED STATES, published 2017 by River Grove Books.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
Good-The item shows some wear from normal/consistent use; however, the binding is intact, and all text is legible. The item may have some minor curls on the corners of the cover and/or pages and some markings may be present including writing or stray marks. All items we sell are donated goods and are in used condition. Thank you for shopping with Goodwill Colorado! Orders shipped Monday through Friday. Your purchase helps put people to work and learn life skills to reach their full potential. Thank you!
Add this copy of Game the Plan to cart. $12.19, very good condition, Sold by HPB-Emerald rated 4.0 out of 5 stars, ships from Dallas, TX, UNITED STATES, published 2014 by River Grove Books.
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!
Add this copy of Game the Plan to cart. $13.17, very good condition, Sold by Wonder Book - Member ABAA/ILAB rated 5.0 out of 5 stars, ships from Frederick, MD, UNITED STATES, published 2017 by River Grove Books.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
Very Good. Very Good condition. Like New dust jacket. A copy that may have a few cosmetic defects. May also contain light spine creasing or a few markings such as an owner's name, short gifter's inscription or light stamp.
Add this copy of Game the Plan to cart. $14.09, new condition, Sold by Your Online Bookstore rated 5.0 out of 5 stars, ships from Houston, TX, UNITED STATES, published 2014 by River Grove Books.
Add this copy of Game the Plan to cart. $34.67, good condition, Sold by Bonita rated 4.0 out of 5 stars, ships from Newport Coast, CA, UNITED STATES, published 2014 by River Grove Books.
Add this copy of Game the Plan to cart. $54.51, new condition, Sold by Bonita rated 4.0 out of 5 stars, ships from Newport Coast, CA, UNITED STATES, published 2014 by River Grove Books.
