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What we Think About Sales Motivation is All Wrong
The bottom line - for your salespeople - is that everyone is different; everyone is motivated by different things and for those who are clearly motivated by money, and where you have a clear goal and focus for them, their compensation should and must be commission based. When you have people who are motivated more by recognition, awards, competition, time-off, public service, or philanthropy, your compensation program should be flexible enough to compensate them in an appropriate manner too.

Other science examples Related Articles

Science Daily Week: Which is more effective: bonuses or raises?
I recently learned about Science Daily. It is a treasure chest of interesting studies that has implications on business practices. I’ve collected so much material from it that this is going to be “Science Daily Week” in my blog.
Private Chinese Direct Investment in Africa: Some Examples
The examples below are based on Naidu (2007) and a Chinese government website (http://preview.english.mofcom.gov.cn). The examples are by no means comprehensive; nor are they necessarily consistent with official statistics. Nevertheless, they suggest the scope and scale of private Chinese investment in Africa.
THE SEVEN DEADLY SINS OF PROFESSIONAL SERVICES MARKETING AND HOW TO AVOID THEM
By John Doerr The science and art of professional services marketing have come a long way in the last few years. It is no longer impossible to find examples of marketing efforts planned well, executed well, and measured well. Yet, in spite of these great strides, I continue to see the same marketing sins committed over and over again to the detriment of the firms and the people steering the marketing ship. What’s frustrating about these sins is that they are all made by intelligent people who have the good sense and ability to avoid them.

How to Find the Compelling Reasons Behind Seth Godin's Intangibles
Seth Godin's recent column on Intangibles was great. As a matter of fact, I haven't disagreed in more than two years with anything he has written about selling. Today he provided many examples - great examples - of how your intangibles create value. This article explains how your salespeople can uncover these - and other - reasons why prospects would pay more to do business with you.
Get & Be Happy! The Art and Science of Happiness!
I am blessed to be part of a creative community dedicated to the art and science of happiness. If you're raising an eyebrow that happiness is now a science worthy of our attention...hmm...consider the following research and statistics. After you look at the hard facts, we will give you 5 simple soft touches to get and be happy.

How the Mind Works: Understanding Your Mental Software
The complexities of the mind have left thinkers, scholars and philosophers baffled for a millennia. For the past two hundred years the field of psychology has sought to understand why we are the way we are but reviled little as to how the mind works. The latest advances in psychology, cognitive science and neuro science have lead to new models and a whole new science of mind has emerged. We now know more than ever before about how the mind works. And when you know how the mind works, changing it becomes easy.
The Science of Selling - Rules versus Data
Regular readers know that I like to talk about the science of selling. I don't mean the science of the sales process, strategy and tactics, as much as the science of research, data and proof. There is a science to selling but a more appropriate name for it would be the rules of selling. In Baseball, the rules dictate what you do, when you do it and how it should be done. In Selling, the rules accomplish the same thing.
Marketing - Art or Science?
Is marketing an art or a science? The answer is yes. Marketing is both - an art and a science. Enjoy this point and counter point about the art and science of marketing. Use the strengths of both arguments to better understand and improve your marketing.

Sales Recruiting - How Long Can You Retain The New Salesperson?
Back in April, I posted an article that was actually my third in a series on Sales Longevity - the science of predicting sales turnover. In that article I provided a link to my latest White Paper on the subject and suggested that this new science would someday become a new feature in our already cutting edge Sales Candidate Assessments. Well, that day is upon us.
Monetary Police is Science, Everything Else is Stamp-Collecting
This new Eric Leeper paper seems delusional in arguing that monetary policy is science, while fiscal policy is stamp-collecting, but I maybe I'm just being crotchety. The piece also comes up with the new-to-me argument that monetary policy would be even better science if it weren't for fiscal policy mucking things up.
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