Incentives as a Strategic Enabler
From How to Build a Growth System by rev.space
April 22, 2025 · 46 min · Season 2 · Episode 12
About this episode
The episode discusses the complexities of incentives in B2B growth and how compensation structures influence organizational behaviour.
This conversation delves into the complexities of incentives within B2B growth, emphasising the importance of understanding how compensation structures influence organisational behaviour. The discussion highlights the balance between short-term and long-term goals, the impact of feedback loops, and the consequences of misalignment between stated values and actual incentives. The speakers share cautionary tales of incentive mismanagement and explore the nuances of fixed versus variable compensation in driving desired behaviours. In this conversation, Chris and Colin delve into the complexities of sales incentives, discussing how to structure them effectively to drive desired behaviours and outcomes. They explore the pitfalls of traditional incentive systems, the importance of aligning incentives with long-term goals, and the need for adaptability in incentive plans. The discussion highlights the significance of measuring inputs and outputs, the dangers of gaming the system, and the role of both financial and non-financial incentives in motivating sales teams. 00:00 Understanding Incentives in B2B Growth 03:02 The Impact of Compensation Structures 05:58 Short-Term vs Long-Term…
People in this episode
Guests: Chris, Colin
Topics covered
- B2B growth
- incentives
- compensation structures
- sales incentives
- organizational behaviour
- long-term goals
- adaptive incentive systems
Keywords
- incentives
- B2B growth
- compensation
- sales teams
- feedback loops
- long-term goals
- misalignment
- fixed compensation
- variable compensation
- gaming the system
Mentioned in this episode
Organizations: rev.space
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