Incentive Intelligence

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Learning

Repetition is the Foundation of Understanding

I should probably be posting this on Groundhog’s Day. Since I’ve rebooted Incentive Intelligence and focused on delivering shorter posts, more often, it is becoming harder and harder to come up with new and distinct topics with which to blow… Continue Reading →

Why do we fall Sir?

We love to be correct. We hate to be wrong. But being wrong is how we learn. Running various short-term tests and promotions within your program is how you get a better program. Lather. Rinse. Learn. Repeat with a tweak…. Continue Reading →

Knowing How to Sell Doesn’t Drive Sales

Every company trains their salespeople to follow specific sales strategies. Whether it is Challenger, Sandler, Paul Hebert, whomever and whatever. Every company has a process. Every company has heavily invested in the trainers, the books, the updating salesforce.com. They obviously… Continue Reading →

It’s Not Just About Sales

There seems to be a theme running through my posts lately. That theme is incentive programs for channel partners and salespeople aren’t really about selling more stuff. That’s a side effect. But that isn’t the real outcome. Your incentive program… Continue Reading →

Remove Fear – Instill Confidence

If you’re a salesperson you’re paid to sell. But if you’re not sure how to position the product or service with a new client or you aren’t sure how your client’s industry could use your offering you will be less… Continue Reading →

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