Items related to Game the Plan: Every Sales Rep's Dream; Every CFO's...

Game the Plan: Every Sales Rep's Dream; Every CFO's Nightmare - Softcover

 
9781938416545: Game the Plan: Every Sales Rep's Dream; Every CFO's Nightmare

Synopsis

CREATE AN INCENTIVE COMPENSATION PLAN KNOWING IT WILL BE GAMED

Tired of the reality that within five minutes of announcing an incentive plan someone on your sales team starts to find ways to game the plan? THERE IS NOTHING WRONG WITH THAT! By gaming, sales reps are trying to achieve the goals you set out. Too many companies walk away from incentives thinking they create a scenario in which every win by a team member means a loss for the company. The only thing a “loss” means, though, is that you, the corporate leader, wrote a bad plan. Instead of fighting the gamers on your staff, build your incentive plan knowing that your sales reps will take every possible means to earn their badges, bonuses, checks, extra PTO days, or whatever other bait you dangle in front of them.

Game the Plan’s revolutionary, three-pronged approach takes the guesswork out of creating the right plan by reviewing a combination of academic, experiential, and empirical data. And the self-assessment exercises will help you diagnose and fine-tune your company’s incentive strategy effectiveness.

Christopher Cabrera offers you a way to intelligently harness the unique motivational composition of your workforce and systematically spike company-wide collaboration and profitability across every job function and department. This is your key to drive your employees to the right behavior by crafting a dialed-in incentive plan that motivates them to be more productive and loyal.

Game the Plan is a must-read. Chris shows how to use real-life data to create killer incentive compensation strategies that will transform your enterprise.” —Marc Benioff, Chairman and CEO, salesforce.com

“The ideas here resonate for me as a business executive and a former pro-football player. The right incentives are powerful motivators, and Game the Plan explains these ideas brilliantly.” —Ronnie Lott, NFL Hall of Fame (2000 Inductee)

“Chris and his team have designed a tool that creates more engaged employees, drives the right behavior, and helps organizations meet their goals. I’ve seen his principles work first hand.” —Steve Cakebread, former CFO, Salesforce.com

“Chris gives real-world tips, relevant research, and great examples to better reward our sales producers. Start here to ‘game the plan’ well!” —David J. Cichelli, Sr. Vice President, The Alexander Group, Inc.

“If you’ve thumbed your nose at incentives because you think they create win/lose scenarios, Chris will quickly change your mind.” —Keith Krach, Chairman and CEO, DocuSign

“Chris has written a fantastic book that helps bridge the ‘sales & finance’ chasm. If you deal with compensation, especially sales compensation, read this book.” —Aaron Ross, bestselling author of Predictable Revenue

Game The Plan should be on every sales manager's and CFO's must-read list.” —Barry Rhein, founder of Selling Through Curiosity

Game The Plan is the perfect example of why you should go with the tide instead of against it. There's brilliance in the simplicity of taking the natural tendencies of human behavior and rewarding those who achieve financial results.” —Rodahl Leong-Lyons, VP of Sales–Americas, Hyatt Hotels Corporation

“This is an easy, fast, and insightful read that delivers far more than the even title promises. [Chris] unveils the many powerful links between human motivation and business performance.” —Gerhard Gschwandtner, founder and CEO, Selling Power

“Chris stands out with his vision, experience, and access to hard data. It takes this unusual combination to inspire this unconventional insight.” —Alan Benson, PhD candidate, MIT Sloan

“Compensation plans can make or break employee morale and customer satisfaction. For the first time, [Chris] shows how to build those plans.” —Paul Greenberg, author of CRM at the Speed of Light, 4th Edition.

"synopsis" may belong to another edition of this title.

About the Author

CHRISTOPHER W. CABRERA is a thought leader and expert in sales performance management, incentive compensation, and employee motivation. Since founding Xactly Corporation in 2005, he and the firm have received many accolades. Chris was chosen as the 2011 Alumni Entrepreneur of the Year by the Lloyd Greif Center for Entrepreneurial Studies at the University of Southern California’s Marshall School of Business. Xactly was named to the Wall Street Journal’s “Next Big Thing” list in 2012 and 2013, and it won Great Place to Work’s “Best Small & Medium Workplaces” award in 2012.

Chris advises a number of start-up companies, and he speaks regularly at industry conferences and at Stanford, the University of California at Berkeley, USC, and Santa Clara University. He is on the board of USC Marshall Partners, Northern California, and on the advisory board for SCU’s Leavey School of Business as well as the SCU Center for Innovation and Entrepreneurship. He and his wife, Marla, have been married for 23 years, and they have two children, Alexa and Cole.

"About this title" may belong to another edition of this title.

  • PublisherRiver Grove Books
  • Publication date2014
  • ISBN 10 1938416546
  • ISBN 13 9781938416545
  • BindingPaperback
  • LanguageEnglish
  • Edition number1
  • Number of pages224

Buy Used

Condition: Good
Item in good condition. Textbooks... Learn more about this copy

Shipping: FREE
Within U.S.A.

Destination, rates & speeds

Add to basket

Other Popular Editions of the Same Title

9781938416743: Game the Plan

Featured Edition

ISBN 10:  1938416740 ISBN 13:  9781938416743
Publisher: River Grove Books, 2014
Hardcover

Top Search Results from the AbeBooks Marketplace

Stock Image

Cabrera, Christopher W.
Published by River Grove Books, 2014
ISBN 10: 1938416546 ISBN 13: 9781938416545
Used Softcover

Seller: SecondSale, Montgomery, IL, U.S.A.

Seller rating 5 out of 5 stars 5-star rating, Learn more about seller ratings

Condition: Good. Item in good condition. Textbooks may not include supplemental items i.e. CDs, access codes etc. Seller Inventory # 00044223148

Contact seller

Buy Used

US$ 5.44
Convert currency
Shipping: FREE
Within U.S.A.
Destination, rates & speeds

Quantity: 3 available

Add to basket

Stock Image

Cabrera, Christopher W.
Published by River Grove Books, 2014
ISBN 10: 1938416546 ISBN 13: 9781938416545
Used Paperback

Seller: Your Online Bookstore, Houston, TX, U.S.A.

Seller rating 5 out of 5 stars 5-star rating, Learn more about seller ratings

Paperback. Condition: Fair. Seller Inventory # 1938416546-4-26438900

Contact seller

Buy Used

US$ 5.46
Convert currency
Shipping: FREE
Within U.S.A.
Destination, rates & speeds

Quantity: 1 available

Add to basket

Stock Image

Cabrera, Christopher W.
Published by River Grove Books, 2014
ISBN 10: 1938416546 ISBN 13: 9781938416545
Used Paperback

Seller: ThriftBooks-Dallas, Dallas, TX, U.S.A.

Seller rating 5 out of 5 stars 5-star rating, Learn more about seller ratings

Paperback. Condition: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less 1.01. Seller Inventory # G1938416546I4N00

Contact seller

Buy Used

US$ 6.62
Convert currency
Shipping: FREE
Within U.S.A.
Destination, rates & speeds

Quantity: 1 available

Add to basket

Stock Image

Cabrera, Christopher W.
Published by River Grove Books, 2014
ISBN 10: 1938416546 ISBN 13: 9781938416545
Used Paperback

Seller: ThriftBooks-Atlanta, AUSTELL, GA, U.S.A.

Seller rating 5 out of 5 stars 5-star rating, Learn more about seller ratings

Paperback. Condition: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less 1.01. Seller Inventory # G1938416546I4N00

Contact seller

Buy Used

US$ 6.62
Convert currency
Shipping: FREE
Within U.S.A.
Destination, rates & speeds

Quantity: 1 available

Add to basket

Stock Image

Cabrera, Christopher W.
Published by River Grove Books, 2014
ISBN 10: 1938416546 ISBN 13: 9781938416545
Used paperback

Seller: HPB-Diamond, Dallas, TX, U.S.A.

Seller rating 5 out of 5 stars 5-star rating, Learn more about seller ratings

paperback. Condition: Very Good. Connecting readers with great books since 1972! Used books may not include companion materials, and may have some shelf wear or limited writing. We ship orders daily and Customer Service is our top priority!. Seller Inventory # S_389922532

Contact seller

Buy Used

US$ 4.24
Convert currency
Shipping: US$ 3.75
Within U.S.A.
Destination, rates & speeds

Quantity: 1 available

Add to basket

Stock Image

Cabrera, Christopher W.
Published by River Grove Books, 2014
ISBN 10: 1938416546 ISBN 13: 9781938416545
Used Paperback

Seller: WorldofBooks, Goring-By-Sea, WS, United Kingdom

Seller rating 4 out of 5 stars 4-star rating, Learn more about seller ratings

Paperback. Condition: Very Good. The book has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. Seller Inventory # GOR007013955

Contact seller

Buy Used

US$ 1.58
Convert currency
Shipping: US$ 7.15
From United Kingdom to U.S.A.
Destination, rates & speeds

Quantity: 3 available

Add to basket

Stock Image

Christopher W. Cabrera
Published by River Grove Books, 2014
ISBN 10: 1938416546 ISBN 13: 9781938416545
Used Paperback

Seller: AwesomeBooks, Wallingford, United Kingdom

Seller rating 5 out of 5 stars 5-star rating, Learn more about seller ratings

Paperback. Condition: Very Good. Game the Plan: Every Sales Rep's Dream; Every CFO's Nightmare This book is in very good condition and will be shipped within 24 hours of ordering. The cover may have some limited signs of wear but the pages are clean, intact and the spine remains undamaged. This book has clearly been well maintained and looked after thus far. Money back guarantee if you are not satisfied. See all our books here, order more than 1 book and get discounted shipping. . Seller Inventory # 7719-9781938416545

Contact seller

Buy Used

US$ 5.78
Convert currency
Shipping: US$ 6.37
From United Kingdom to U.S.A.
Destination, rates & speeds

Quantity: 1 available

Add to basket

Stock Image

Cabrera, Christopher W.
Published by River Grove Books, 2014
ISBN 10: 1938416546 ISBN 13: 9781938416545
Used Softcover

Seller: medimops, Berlin, Germany

Seller rating 5 out of 5 stars 5-star rating, Learn more about seller ratings

Condition: good. Befriedigend/Good: Durchschnittlich erhaltenes Buch bzw. Schutzumschlag mit Gebrauchsspuren, aber vollständigen Seiten. / Describes the average WORN book or dust jacket that has all the pages present. Seller Inventory # M01938416546-G

Contact seller

Buy Used

US$ 4.33
Convert currency
Shipping: US$ 9.46
From Germany to U.S.A.
Destination, rates & speeds

Quantity: 1 available

Add to basket

Stock Image

Christopher W. Cabrera
Published by River Grove Books 23/01/2014, 2014
ISBN 10: 1938416546 ISBN 13: 9781938416545
Used Paperback

Seller: Bahamut Media, Reading, United Kingdom

Seller rating 5 out of 5 stars 5-star rating, Learn more about seller ratings

Paperback. Condition: Very Good. Shipped within 24 hours from our UK warehouse. Clean, undamaged book with no damage to pages and minimal wear to the cover. Spine still tight, in very good condition. Remember if you are not happy, you are covered by our 100% money back guarantee. Seller Inventory # 6545-9781938416545

Contact seller

Buy Used

US$ 5.78
Convert currency
Shipping: US$ 8.91
From United Kingdom to U.S.A.
Destination, rates & speeds

Quantity: 1 available

Add to basket

Seller Image

Cabrera, Christopher W.
Published by River Grove Books, 2014
ISBN 10: 1938416546 ISBN 13: 9781938416545
New Softcover

Seller: ICTBooks, Wichita, KS, U.S.A.

Seller rating 5 out of 5 stars 5-star rating, Learn more about seller ratings

Condition: new. Seller Inventory # ICM.4HSH

Contact seller

Buy New

US$ 14.78
Convert currency
Shipping: FREE
Within U.S.A.
Destination, rates & speeds

Quantity: 1 available

Add to basket

There are 11 more copies of this book

View all search results for this book