By Peter Ostrow
As long as salespeople have walked this earth, they have been driven by money, first and foremost. Be it the straight-commission, somewhat distasteful used-car lot sales rep, or the enterprise software business developer attempting to beat quota, the promise of additional, usually unlimited compensation serves as an effective motivator for individual contributors.
For as long as commissions, spiffs, overrides, bonuses and President’s Club trips have dangled in front of sellers, their managers have also used short-term contests and game mechanics to inspire additional layers of behavior.
Source: Aberdeen Group