Lift (...by Seiko)

Tim Houlihan

At the end of each episode in the 1980s cartoon series featuring G.I. Joe, our hero would explain the moral to the story and remind the viewers, “And now you know, kids, and knowing is half the battle.”


 

Most incentives are paid out between 3 and 10 percent of the income earned during the incentive period. To figure out what the best amount of the award should be, consider starting with the midpoint of the average (7 percent) and make minor adjustments from there.



 
Tim Houlihan

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 about the present and vaguely about the future. The practical implications of temporal construal can impact the lives of your reps and the success of your business.

ONLINE BONUS ARTICLE:  
The impact of more immediate rewards



 
Tim Houlihan

Our brains love immediate gratification. Getting something today is better than getting it tomorrow, which is better than getting it next week. This is, in part, because of temporal construal. Having a concrete and immediate reward is better than a reward in the abstract sense.