Smarter Sales Rewards with Chris Dornfeld

The Advanced Selling Podcast

Innhold levert av Bill Caskey - Bryan Neale, Bill Caskey, Bryan Neale: B2B Sales Trainers, and Business Strategists. Alt podcastinnhold, inkludert episoder, grafikk og podcastbeskrivelser, lastes opp og leveres direkte av Bill Caskey - Bryan Neale, Bill Caskey, Bryan Neale: B2B Sales Trainers, and Business Strategists eller deres podcastplattformpartner. Hvis du tror at noen bruker det opphavsrettsbeskyttede verket ditt uten din tillatelse, kan du følge prosessen skissert her https://no.player.fm/legal.

6d ago 22:39

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In this solo episode, Bryan and special guest Chris Dornfeld dive into the science of effective sales compensation and incentive programs. They explore why most incentive budgets fail to deliver the intended results and how a behavior-focused, data-driven approach can change that. Chris shares insights from his company, Whistle, which uses behavioral science to optimize incentive programs, showing that immediate, personalized rewards tied to specific sales activities are far more effective than traditional lump-sum payouts.

You’ll learn why cash remains king, how to layer individual and team-based incentives, and the benefits of automating real-time rewards to keep motivation high. If you're trying to build a dynamic rewards system that drives the right behaviors, this episode is packed with actionable advice to help you rethink your approach to motivating your sales team.

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