In this episode, we spoke with Michael Ahearne PhD, a professor and researcher at the University of Houston. Mike is an expert in sales incentives, so we talked about the behavioral issues that come to light with – mostly – bad incentive design. Mike’s work with Tom Steenburgh, PhD at the University of Virginia’s Darden School has introduced a new way of thinking about salespeople. This was highlighted in a Harvard Business Review article from July-August 2012 called "What Really Works." These two researchers coined the use of the terms Stars, Core and Laggards to describe salespeople on their performance journey. One of the things we took away from our conversation with Mike was that the emphasis on Stars and Laggards is overshadowing the Core performers – those in the middle 60%. We touched on some big mistakes common to sales incentive design and the importance of measurement. We also talked about the Baseball Hall of Fame, General Colin Powell, and automobile sales.
In our Grooving Session, Kurt and I wondered into talking about outdoor concert experiences and want to encourage everyone who loves music to check out Milwaukee's Summerfest. It's a high-quality festival with lots of good music.
World Kindness Day Through a Behavioral Lens
How Do We Deal with Disinformation?
Elspeth Kirkman and Michael Hallsworth on Designing Behavioral Interventions
Iowa Caucus Conspiracy Theories – How to Inoculate Yourself
Rippling with Jez Groom and April Vellacott
Grooving: The Single Largest Driver of Misinformation
Vote Now (for Behavioral Grooves)
Play, Reciprocity and Context: The Keys to Happy Communities with Jessica Mayhew
Kwame Christian: On Compassionate Curiosity, Social Justice Conversations, and Cinnamon Toast Crunch
Matt Johnson & Prince Ghuman on Mid-Liminal Marketing and the Ethics of Applied Neuroscience
Annie Duke on How to Decide
Andy Luttrell: Pro’s and Con’s of Persuasion When Issues are Moralized
Secrets to a Successful Marriage with Eli Finkel
Grooving: Colleges and the Coronavirus
How to Talk to Your Friends About Their Conspiracy Theories with Eric Oliver
Self Control, Belonging, and Why Your Most Dedicated Employees Are the Ones To Watch Out For with Roy Baumeister
Seven Questions to Assess the Psychological Safety of Your Teams with Susan Hunt Stevens
Eugen Dimant, PhD: What To Do About Bad Apples
Working through the Stages of Grief, Pandemics and the Psychology of Protests with Nicole Fisher
How Babies’ Faces on Shop Doors Can Reduce Crime: With Tara Austin
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