23
May

In industries like property and casualty insurance, ethics and compliance play a huge role in how companies want to set up their incentive programs. Mark Herbert’s most recent article, exclusive… Read More

25
Apr

With changing public sentiment regarding business, it’s important for companies to explore ethics and compliance in their use of incentive programs. Incentives are a tool to modify behavior. An incentive… Read More

15
Apr

The element of surprise is incredibly effective when it comes to sales rewards. And it’s not just because surprise incentive rewards are fun. Scientific studies have shown that unexpected incentives… Read More

9
Apr

Common wisdom says that sales employees can be sorted into three groups: laggards (the bottom 20%), average performers (average performers, the 60% majority), and star performers (the top 20%). This… Read More

12
Mar

Last week Mark Herbert wrote up a great article on some of the difficulties facing the medical sales community. But also how some of the strategic sales incentives programs we… Read More

19
Nov

Reward programs are familiar to most people (think Starbucks Rewards). But their close cousin - a dealer incentives program - isn't. Not only are most people not familiar with them,… Read More