Rethinking Incentives for Sales Reps

September 13th, 2021

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When thinking about salespeople’s salary – we know that it comes with commissions aside. For years we’ve known that this is the way to get the most out of your salespeople. Lately, this assumption has been undermined. The rise of behavioral economics studies, alongside companies that reconsidered their incentives, led to different approaches that can change dramatically not only the way we think about compensation in the sales world, but also about incentives in general.

We talked with a VP Sales, a recruiter, a sales rep and a behavioral economics researcher. Together we looked into the issue of incentives, understood the logic behind different incentives’ approaches, realized the impact on recruiting efforts, heard what science discovered about it recently, and wondered how to choose incentives’ model.

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