How to think about habit change beyond, but including, the use of compensation.

During this session, Andrew will dive into the results of two decades of research in the Behavioral Research Applied Technology Laboratory (BRATLAB) on how humans think, feel, and act, and how we ultimately create new habits. Why habits? Because compensation plans are intended to change behavior over time, and importantly, should support salespeople (and managers) in not just creating these habits, but improving the skill with which they practice them. 

Andrew will share some of the surprising conclusions from their research to help you design better sales compensation plans, but also to think more broadly about your role and toolkit for creating habits beyond the “carrot of compensation”. By the time you leave this session you’ll have a new view on how to create habits, at scale, over time. And you’ll be inspired by how your role, advice and influence can expand and amplify your impact on the ultimate goal of your work: driving more profitable growth for your organization, while attracting and retaining the best sales talent in your industry. And don’t be surprised if you change your mind about some important topics around motivation along the way!

Sponsored by: LINEN Cloud