Paul Hebert: 7 Deadly Incentive Sins

Paul Hebert knows incentives. He is the Vice President of Individual Performance Strategy at Creative Group, Inc. and a writer, speaker and consultant and is widely considered an expert on motivation and incentives focused on influencing behaviors that drive business results. Paul has been interviewed by the BBC and USA TODAY because of his work applying solid psychological theory to sales motivation.

Paul, Kurt and Tim recently co-authored an eBook called “The 7 Deadly Sins to Avoid in Your Next Sales Incentive.” The purpose was to help sales managers who are struggling to maximize their effort and results when they use sales incentives. In the podcast, we recap the most common sins committed by sales managers and discuss ways of avoiding them.

1. Spread goals evenly
2. Give a huge prize to the top performer
3. Must be above quota to earn
4. We’ll figure it out behind the scenes
5. Under-quota performers can’t be winners
6. It’s all about the Benjamins

We hope you enjoy the discussion and recommend you download the eBook for reference.

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