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.
How Can Smart, Kind People Harness Their Influence? | Zoe Chance
No Regrets? Really? Why Regrets Actually Bring Us Hope | Daniel H. Pink
How To Stay Motivated So You Exceed Your Goals | Ayelet Fishbach PhD
A Long, Happy Life? The Impacts of Increasing Our Longevity | Bradley Schurman
Why Finding Pleasure in Life is a Painful Journey | Paul Bloom
How Collaboration is Growing Behavioral Science: Learnings from BX Arabia
How To Turn Your Creative Dreams Into Reality | Jeff Madoff
How To Create New Goals That Will Really Motivate You in 2022
The Behavioral Science Books We Just Couldn’t Put Down in 2021 With Louise Ward
More Than Just A Checklist: How to Effectively Apply Behavioral Science | Torben Emmerling
Our Love Of Music And The Influence Of The Pandemic With Mark Thorley
Please Help Us by Voting for Behavioral Grooves - it takes 10 seconds
Trust: The Four Key Steps to Genuinely Build It | Sandra Sucher
Focus More on HOW to Think, and Less on WHAT to Think | Dr. Howard Rankin PhD
Need a Laugh to Get Through Your Workday? Dan Hill
Feeling Fearful: Why People Seek Out Conspiracy Theories | Eric Oliver
Why We Are More Vulnerable To Harmful Conspiracy Theories Than We Think | Andy Norman
Conspiracy Theories: How To Talk to A Science Denier | Lee McIntyre
Conspiracy Theories: Hidden Brain‘s Shankar Vedantam | The Delusion of Nations
Halloween Special: Grooving on Scary Biases
Create your
podcast in
minutes
It is Free
The Poetry of Science
Hidden Brain
Something You Should Know
The Science of Happiness
The Marginal Revolution Podcast