WEBINAR: Motivating salespeople to achieve growth
In this webinar, Dr. Mike Ahearne outlines best practice approaches used by companies who have evolved beyond their one-size-fits-all incentive schemes. His research reveals a clearer picture of when and how to tailor incentive strategies to your sales force, as well as the performance advantages in organizations that are capable of fielding flexible incentive schemes.
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Myth: all salespeople respond equally to all incentives. In fact, sources of motivation are nuanced, dynamic and vary from one salesperson to the next. Overlooking these differences not only leads to poor team performance, but also leaves companies especially vulnerable during periods of disruptive change. Increasing demand, unpredictable supply, the challenge of quarantines and virtual selling are all factors from the past two years that have led to difficulties in motivating salespeople.
In this webinar, Dr. Mike Ahearne outlines best practice approaches used by companies who have evolved beyond their one-size-fits-all incentive schemes. His research reveals a clearer picture of when and how to tailor incentive strategies to your sales force, as well as the performance advantages in organizations that are capable of fielding flexible incentive schemes.
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