What Motivates Sales Reps? Don’t Ask Them

Speaker

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President, Houlihan Consulting
Webinar Details
  • Date and Time
    Tue, Dec 05, 2017 at 11AM Pacific / 2PM Eastern
  • Duration
    1 hour
  • Cost
    $0 (Free)
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Description

It is an oddity of behavioral psychology that it’s a smart business strategy to let sales reps self-select some of their goals, yet not so smart to let them determine whether they receive cash or non-cash rewards for reaching those goals. Simply put, we don’t always understand what motivates us most effectively.

In this webinar, you will learn why our stated preferences don’t always line up with our decisions to act. For sales managers, this presents an opportunity to turn irrational behavior into an engine for improved performance.

Here’s what you will take away:

1.  Why incentives are not obsolete
2.  Why sales reps aren’t always good judges of what motivates them
3.  Three characteristics of effective incentives
4.  How dollar signs can disrupt salespeople’s perception of reward
 

About Tim Houlihan

Tim Houlihan is fortunate to indulge his curiosities of human behavior with companies around the world. He pursues answers to and writes about questions such as “why do some environments foster greater productivity than others?” and “how do companies influence the behaviors of their employees, channel partners and customers?”

Tim leads Houlihan Consulting a research, training and design consultancy focused on leveraging the behavioral lens to solve strategic people issues. Before he launched Houlihan Consulting, he was the Vice President of Reward Systems at BI WORLDWIDE.  He was responsible for leading the development and marketing of innovative reward systems, a thought leader in behavioral economics, and chief liaison with academic partnerships around the world.

Handouts

Handouts