Name
Community & Comp Chat - Leveraging Dopamine in Post-Pandemic Sales Incentives
Date
Tuesday, August 22, 2023
Time
8:30 AM - 9:15 AM
Track
Sales Compensation
Session Format
Community & Comp Chat
Target Attendee Experience Level
Advanced: Applied Theory and Strategy
Description
The human body has its own system for providing “Rewards,” namely in the form of releasing the chemical dopamine to create satisfaction after we achieve something. Many salespeople get a dose of it from connecting with customers or receiving commission checks. But researchers at the National Institutes of Health recently concluded that the pandemic rewired people’s brains to respond to rewards differently. Engage in this fascinating discussion about how we might change sales incentive to adapt to this new reality.
Learning Objectives
• Understand the chemical changes that salespeople experienced while working remotely after the pandemic.
• Identify issues which may affect engagement and performance due to changes in job responsibilities or incentive effectiveness.
• Design improved sales incentive plans that account for what we’ve learned about human behavior and reward motivation in the last five years.
• Identify issues which may affect engagement and performance due to changes in job responsibilities or incentive effectiveness.
• Design improved sales incentive plans that account for what we’ve learned about human behavior and reward motivation in the last five years.
Speakers