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. Spread goals evenly Give a huge prize to the top performer Must be above quota to earn We’ll figure it out behind the scenes Under-quota performers can’t be winners It’s all about the Benjamins  We hope you enjoy the discussion and recommend you download the eBook for reference. Links Paul Hebert: https://www.linkedin.com/in/paulhebert/ 7 Deadly Sins Ebook: https://hubs.ly/H0kR8g60 Paul Hebert’s Blog: http://wphebert.com Fistful of Talent Blog: http://fistfuloftalent.com/author/paulhebert   Elliot Aronson, PhD: https://en.wikipedia.org/wiki/Elliot_Aronson Zeno of Citium: https://en.wikipedia.org/wiki/Zeno_of_Citium Steenburgh and Ahearne “Motivating Salespeople”: https://hbr.org/2012/07/motivating-salespeople-what-really-works Ariely and Heyman “A Tale of Two Markets”: https://journals.sagepub.com/doi/abs/10.1111/j.0956-7976.2004.00757.x?journalCode=pssa Jeffrey and Shaffer “The Effects of Tangible Rewards”: https://theirf.org/research/the-effects-of-tangible-rewards-versus-cash-rewards-in-a-sales-tournament-a-field-experiment/1638/ The guy who traded a paper clip for a house: https://en.wikipedia.org/wiki/One_red_paperclip The Price is Right: https://en.wikipedia.org/wiki/The_Price_Is_Right Estonia: https://en.wikipedia.org/wiki/Estonia   Musical Links “Eve of Destruction” by Barry McGuire: https://www.youtube.com/watch?v=qfZVu0alU0I “Timothy” by The Bouys: https://www.youtube.com/watch?v=DGNdvKvbxYQ “DOA” by Bloodrock: https://www.youtube.com/watch?v=6WQptxygSM8 First Avenue: https://first-avenue.com/ Trip Shakespeare: https://www.youtube.com/watch?v=7PvyrRupOf0 Trip Shakespeare “The Slacks” https://www.youtube.com/watch?v=wkOepnPJS3o Dan Wilson: https://en.wikipedia.org/wiki/Dan_Wilson_(musician) Tragically Hip: https://www.youtube.com/watch?v=XN25TcN--I8 Morphine: https://en.wikipedia.org/wiki/Morphine_(band) Lucius: https://www.youtube.com/watch?v=4QSF8bgqgC4 Semisonic: https://www.youtube.com/watch?v=xGytDsqkQY8 Trampled by Turtles: https://www.youtube.com/watch?v=PcoPedyXJVc And the Professors: https://www.youtube.com/watch?v=0kxiVQI3XeA The Mighty Pines: https://www.youtube.com/watch?v=yHrR8LhTKfo Ewert & the 2 Dragons: https://www.youtube.com/watch?v=ddCsOTWz7gI