Focus hacks for multitaskers
In an article written a few years ago, Michael Jordan, one of the greatest athletes of all time, listed 10 rules for maximizing competitiveness....
3 hacks for psychological selling
Recently, I met Robert Cialdini at a conference and told him, “Your work has positively impacted my consulting business. Thank you.” He smiled as...
4 new ways to engage your sales force
Is HR telling you your millennial sales reps don’t like their incentive plans? Are you really going to have a different incentive for the...
How you manage makes a difference
Dispensing with sales manager myths
What’s your sales manager mythology?
In a recent conversation with a sales vice president, he noted that leadership is not about...
Practice what matters most
When it comes to practice, my mind reverberates with a few key quotes. Vince Lombardi, possibly the greatest coach in football history said, “Only...
Juuust right incentives
Sales leaders are always trying to figure out how to get the most out of their reps at the lowest cost, and incentives are...
Calculating the ‘Just Right’ Value for Incentives
Most incentives are paid out between 3 and 10 percent of the income earned during the incentive period. To figure out what the best...
The importance of immediacy
Suffering from temporal construal? You and your reps probably are and you’re not aware of it.
Temporal construal is the way our brains think concretely...
The impact of more immediate rewards
Years ago, television ads for cheap products advertised delivery times of four to six weeks. Today, Amazon can deliver some products the same day...
