Name
Think Like a Gamer: How to Protect Your Sales Comp Plan from Incentive Gaming
Date
Wednesday, August 23, 2023
Time
9:45 AM - 10:45 AM
Track
Sales Compensation
Session Format
Panel
Target Attendee Experience Level
Intermediate: Hands-on and Practical Application
Description
We’ve all encountered salespeople who game the incentive system: they find loopholes to boost their own pay while undermining their employer’s goals. In this interesting and practical session, you’ll learn to think like a gamer so you can anticipate their moves—and beat them at their own game. The presenters will provide an overview of gaming tactics derived from interviews with 40 leaders in sales and sales ops. You’ll get tips for spotting and fixing holes in your own plan. Game over!
Learning Objectives
• Understand the ubiquity of sales incentive gaming.
• Adapt to thinking like an incentive gamer.
• Apply a comprehensive typology of incentive gaming to prevent and fix problems with gaming the sales incentive plan.
• Adapt to thinking like an incentive gamer.
• Apply a comprehensive typology of incentive gaming to prevent and fix problems with gaming the sales incentive plan.
Speakers