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.
Rethinking Behavioral Science | Adam Mastroianni
Navigating Societal Rifts | Michèle Lamont
Evolving Minds: A Conversation on Attention Spans | Gloria Mark PhD
The Power of Brevity | Todd Rogers
Unlocking the Power of Effective Communication | Matt Abrahams
Why Sleep Is Vital for Academic Success | David Creswell PhD
Bridging Behavioral Science Concepts and Applications | Connor Joyce
The 5 Healthy Brain Habits Of A Neuroscientist | Dr Daniel Almeida [Republish]
Reading the Air: Using Self-Awareness to Make the Workplace Work for You | Michelle King
Grooving on Knowing Thyself: Why Figuring Out Who I Am is Easier Than You Thought.
Why You Never Feel Good Enough As A Perfectionist | Thomas Curran
Overcome Chronic Busyness With A Growth Mindset | Eduardo Briceño
Volunteering for Well-Being: How Team Rubicon Helps Volunteers and Communities | David Burke and Patti Norberg
Our Quest to Feel Significant And How It Affects Our Behavior | Arie Kruglanski PhD
How Best to Create a Culture of Learning | Sarah Nicholl
Imperfectly Perfect: The Science of Human Decision Making | Lionel Page
Want To Make Tomorrow Better? Get To Know Your Future Self Today | Hal Hershfield
Money, Success and the Cult of Never Enough | Manisha Thakor
All The Ways Into Behavioral Science (And No, You Don’t Need a PhD) | Merle Van Den Akker
Confidence, Certainty and Control: The Map to Success | Peter Atwater
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