Motivating Salespeople: What Really Works

Posted: 18 Sep 2012

See all articles by Thomas J. Steenburgh

Thomas J. Steenburgh

University of Virginia - Darden Graduate School of Business

Michael Ahearne

University of Houston - C.T. Bauer College of Business

Date Written: 2012

Abstract

Companies fiddle constantly with their incentive plans - but most of their changes have little effect. Here's a better approach.

Keywords: compensation, motivation, salesperson performance

Suggested Citation

Steenburgh, Thomas J. and Ahearne, Michael, Motivating Salespeople: What Really Works (2012). Harvard Business Review, Vol. 90, No. 7/8, 2012, Available at SSRN: https://ssrn.com/abstract=2147939

Thomas J. Steenburgh (Contact Author)

University of Virginia - Darden Graduate School of Business ( email )

P.O. Box 6550
Charlottesville, VA 22906-6550
United States

Michael Ahearne

University of Houston - C.T. Bauer College of Business ( email )

334 Melcher Hall
Houston, TX 77204-6021
United States
713-743-4155 (Phone)
713-743-4572 (Fax)

HOME PAGE: http://www.bauer.uh.edu/Directory/profile.asp?firstname=Michael&lastname=Ahearne

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