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The Real Truth About Cash Spiffs To Improve Retail Sales Performance February, 2010
Paradigm ,[object Object],[object Object],[object Object]
Reality ,[object Object],[object Object],[object Object],[object Object]
Factors ,[object Object],[object Object],[object Object],[object Object],[object Object]
Reality, Part 2 ,[object Object],[object Object]
Why Cash-Spiffs Won’t Move 75-80% of Your Retail Sales Channel (II) Lacks Skills, But Is Money-Motivated ( Cash Spiffs Won’t Work ) (I) Lacks Skills, And Is Not Money- Motivated ( Cash Spiffs Won’t Work ) (IV) Skilled, And Money-Motivated ( Cash May Help, But Only To A Point…Income Expectations Will Top Out, and Performance Will Sub-Optimize ) (III) Skilled, But Not Money-Motivated ( Cash Spiffs Won’t Work )
Four Categories of Salespeople ,[object Object],[object Object],[object Object],[object Object]
What To Do? ,[object Object],[object Object],[object Object],[object Object]
Consider ,[object Object],[object Object],[object Object],[object Object]
What’s Next ,[object Object],[object Object],[object Object],[object Object]
Special thanks to Skip Anderson at http://blog.sellingtoconsumers.com for his thought-provoking insight on the subject of getting more out of your retail salespeople.

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The Real Truth About Cash Spiffs

  • 1. The Real Truth About Cash Spiffs To Improve Retail Sales Performance February, 2010
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  • 6. Why Cash-Spiffs Won’t Move 75-80% of Your Retail Sales Channel (II) Lacks Skills, But Is Money-Motivated ( Cash Spiffs Won’t Work ) (I) Lacks Skills, And Is Not Money- Motivated ( Cash Spiffs Won’t Work ) (IV) Skilled, And Money-Motivated ( Cash May Help, But Only To A Point…Income Expectations Will Top Out, and Performance Will Sub-Optimize ) (III) Skilled, But Not Money-Motivated ( Cash Spiffs Won’t Work )
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  • 11. Special thanks to Skip Anderson at http://blog.sellingtoconsumers.com for his thought-provoking insight on the subject of getting more out of your retail salespeople.