Game the Plan
Every Sales Rep's Dream; Every CFO's Nightmare
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2.5 • 2 Ratings
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- $7.99
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- $7.99
Publisher Description
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.
Customer Reviews
Pretty Ok
Picked up this book to learn before redesigning my company’s compensation plan. I was looking for thorough research and practical information but was left short. Far too much business jargon and fluff. It’s sort of like reading a white paper written by the marketing department. This is written by a sales person so it reads at times like a sales pitch. There are subtle plugs for the author’s company and there are overt plugs. And the ever annoying “this is my shameless plug, isn’t it ironic and aren’t I something!” tired old joke. At the end of the book I saw it for what it was: an advertisement.
A chapter dedicated on mission and values didn’t add much. Another chapter on harnessing data could be summed up in a few sentences. The links to the website with further content are broken as of this writing. Best section for me was the 12 sins of compensation plans. The rest was not too practical nor particularly memorable. For what it’s worth the author did cite his work and reference a mix of academic studies, market reports, and historical analogies. Unfortunately the result felt like an imposter of a Ben Horowitz book. All in all I read it in about two days and it was only 8 bucks so for me it avoids a one star, barely.