October 13, 2019

Paul Hebert: 7 Deadly Incentive Sins

Paul Hebert knows incentives. He is the Vice President of Individual Performance Strategy at Creative Group, Inc. and a writer, speaker and consultant and is widely considered an expert on motivation and incentives focused on influencing behaviors that drive business results. Paul has been interviewed by the BBC and USA TODAY because of his work applying solid psychological theory to sales motivation.

Paul, Kurt and Tim recently co-authored an eBook called “The 7 Deadly Sins to Avoid in Your Next Sales Incentive.” The purpose was to help sales managers who are struggling to maximize their effort and results when they use sales incentives. In the podcast, we recap the most common sins committed by sales managers and discuss ways of avoiding them.

  1. Spread goals evenly
  2. Give a huge prize to the top performer
  3. Must be above quota to earn
  4. We’ll figure it out behind the scenes
  5. Under-quota performers can’t be winners
  6. It’s all about the Benjamins 

We hope you enjoy the discussion and recommend you download the eBook for reference.


Paul Hebert: https://www.linkedin.com/in/paulhebert/

7 Deadly Sins Ebook: https://hubs.ly/H0kR8g60

Paul Hebert’s Blog: http://wphebert.com

Fistful of Talent Blog: http://fistfuloftalent.com/author/paulhebert


Elliot Aronson, PhD: https://en.wikipedia.org/wiki/Elliot_Aronson

Zeno of Citium: https://en.wikipedia.org/wiki/Zeno_of_Citium

Steenburgh and Ahearne “Motivating Salespeople”: https://hbr.org/2012/07/motivating-salespeople-what-really-works

Ariely and Heyman “A Tale of Two Markets”: https://journals.sagepub.com/doi/abs/10.1111/j.0956-7976.2004.00757.x?journalCode=pssa

Jeffrey and Shaffer “The Effects of Tangible Rewards”: https://theirf.org/research/the-effects-of-tangible-rewards-versus-cash-rewards-in-a-sales-tournament-a-field-experiment/1638/

The guy who traded a paper clip for a house: https://en.wikipedia.org/wiki/One_red_paperclip

The Price is Right: https://en.wikipedia.org/wiki/The_Price_Is_Right

Estonia: https://en.wikipedia.org/wiki/Estonia


Musical Links

“Eve of Destruction” by Barry McGuire: https://www.youtube.com/watch?v=qfZVu0alU0I

“Timothy” by The Bouys: https://www.youtube.com/watch?v=DGNdvKvbxYQ

“DOA” by Bloodrock: https://www.youtube.com/watch?v=6WQptxygSM8

First Avenue: https://first-avenue.com/

Trip Shakespeare: https://www.youtube.com/watch?v=7PvyrRupOf0

Trip Shakespeare “The Slacks” https://www.youtube.com/watch?v=wkOepnPJS3o

Dan Wilson: https://en.wikipedia.org/wiki/Dan_Wilson_(musician)

Tragically Hip: https://www.youtube.com/watch?v=XN25TcN--I8

Morphine: https://en.wikipedia.org/wiki/Morphine_(band)

Lucius: https://www.youtube.com/watch?v=4QSF8bgqgC4

Semisonic: https://www.youtube.com/watch?v=xGytDsqkQY8

Trampled by Turtles: https://www.youtube.com/watch?v=PcoPedyXJVc

And the Professors: https://www.youtube.com/watch?v=0kxiVQI3XeA

The Mighty Pines: https://www.youtube.com/watch?v=yHrR8LhTKfo

Ewert & the 2 Dragons: https://www.youtube.com/watch?v=ddCsOTWz7gI

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