Business Week
The Dangerous Power of Pay
Thursday, December 3rd, 2009 | Compensation Plans, EIM, SPM | No Comments
One aspect of compensation that has always fascinated me is the psychology of motivating people to do what you want. People are motivated by a lot of different things and there’s a lot of literature around that. However, the common belief is that money is number one and always will be, especially amongst sales people. I’ve always bought into that. I’ve advised clients to simplify compensation plans down to where they know what to sell, how much to sell, and how much money they’ll make when they achieve their goals.
“If you want something sold, put a quota on it.” I always say.
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