Paul Hebert: 7 Deadly Incentive Sins - a podcast by Kurt Nelson, PhD and Tim Houlihan

from 2019-10-13T08:52:57

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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.



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

Further episodes of Behavioral Grooves Podcast

Further podcasts by Kurt Nelson, PhD and Tim Houlihan

Website of Kurt Nelson, PhD and Tim Houlihan