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Game the Plan: Every Sales Rep's Dream; Every CFO's Nightmare
     

Game the Plan: Every Sales Rep's Dream; Every CFO's Nightmare

4.6 3
by Christopher W. Cabrera
 

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Create an incentive compensation plan knowing it will be gamed

Tired of the reality that within five minutes of announcing an incentive plan someone on your sales team starts to find ways to game the plan? THERE IS NOTHING WRONG WITH THAT! By gaming, sales reps are trying to achieve the goals you set out. Too many companies walk away from incentives thinking

Overview

Create an incentive compensation plan knowing it will be gamed

Tired of the reality that within five minutes of announcing an incentive plan someone on your sales team starts to find ways to game the plan? THERE IS NOTHING WRONG WITH THAT! By gaming, sales reps are trying to achieve the goals you set out. Too many companies walk away from incentives thinking they create a scenario in which every win by a team member means a loss for the company. The only thing a “loss” means, though, is that you, the corporate leader, wrote a bad plan. Instead of fighting the gamers on your staff, build your incentive plan knowing that your sales reps will take every possible means to earn their badges, bonuses, checks, extra PTO days, or whatever other bait you dangle in front of them.

Game the Plan’s revolutionary, three-pronged approach takes the guesswork out of creating the right plan by reviewing a combination of academic, experiential, and empirical data. And the self-assessment exercises will help you diagnose and fine-tune your company’s incentive strategy effectiveness.

With several terabytes of proprietary information gleaned from industry leaders’ best practices behind him, Xactly Corporation Founder, President & CEO Christopher Cabrera offers you—for the first time ever—a way to intelligently harness the unique motivational composition of your workforce and systematically spike company-wide collaboration and profitability across every job function and department. This is not a guessing game, or something that comes from a gut feeling. This is your key to drive your employees to the right behavior by crafting a dialed-in incentive plan that motivates them to be more productive and loyal.

Product Details

BN ID:
2940148303084
Publisher:
River Grove Books
Publication date:
01/31/2014
Sold by:
Barnes & Noble
Format:
NOOK Book
Pages:
224
Sales rank:
992,421
File size:
1 MB

Related Subjects

Meet the Author

Christopher W. Cabrera is a thought leader and expert in sales performance management, incentive compensation, and employee motivation. Since founding Xactly Corporation in 2005, he and the firm have received many accolades. Chris was chosen as the 2011 Alumni Entrepreneur of the Year by the Lloyd Greif Center for Entrepreneurial Studies at the University of Southern California’s Marshall School of Business. Xactly was named to the Wall Street Journal’s “Next Big Thing” list in 2012 and 2013 and to the Great Place to Work® “Best Small & Medium Workplaces” list in 2012 and 2013. The latter also gave it their “Great Place to Work” award in 2013.

Chris advises a number of start-up companies, and he speaks regularly at industry conferences and at Stanford, the University of California at Berkeley, USC, and Santa Clara University. He is on the board of USC Marshall Partners, Northern California, and on the advisory board for SCU’s Leavey School of Business as well as the SCU Center for Innovation and Entrepreneurship.

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Game the Plan: Every Sales Rep's Dream; Every CFO's Nightmare 4.7 out of 5 based on 0 ratings. 3 reviews.
Anonymous More than 1 year ago
As the key comp admin for a company I found this book to be a must read. Most admins are handed comp plans and sent marching, this book helped me to better understand the how and why of the plans.
AKulik1 More than 1 year ago
Perfect book for anyone interested in understanding how to properly incetivise and motivate the sales team. With very little published about this topic, this is a must read!!
Anonymous More than 1 year ago
This is an extremely relevant and insightful book. Anyone involved with sales compensation will benefit from Chris' advice which is grounded in well documented research and case studies. Chris provides practical suggestions about how to address and solve for many of the contemporary big issues that are associated with sales compensation -- employee engagement, multigenerational motivation and incentives, big data and sales productivity, performance management, and systems and practices required to build winning plans. Fast paced and enjoyable, I recommend you make time to read Chris' book – you will benefit from his experiences with successful compensation plans. Jerome A. Colletti, Managing Partner Colletti-Fiss, LLC