Paul Hebert knows incentives. He is the Vice President of Individual Performance Strategy at Creative Group, Inc. and a writer, speaker and consultant and is widely considered an expert on motivation and incentives focused on influencing behaviors that drive business results. Paul has been interviewed by the BBC and USA TODAY because of his work applying solid psychological theory to sales motivation.Paul, Kurt and Tim recently co-authored an eBook called “The 7 Deadly Sins to Avoid in Your Next Sales Incentive.” The purpose was to help sales managers who are struggling to maximize their effort and results when they use sales incentives. In the podcast, we recap the most common sins committed by sales managers and discuss ways of avoiding them. 1. Spread goals evenly 2. Give a huge prize to the top performer 3. Must be above quota to earn 4. We’ll figure it out behind the scenes 5. Under-quota performers can’t be winners 6. It’s all about the Benjamins We hope you enjoy the discussion and recommend you download the eBook for reference.Links Paul Hebert: https://www.linkedin.com/in/paulhebert/7 Deadly Sins Ebook: https://hubs.ly/H0kR8g60Paul Hebert’s Blog: http://wphebert.comFistful of Talent Blog: http://fistfuloftalent.com/author/paulhebert Elliot Aronson, PhD: https://en.wikipedia.org/wiki/Elliot_AronsonZeno of Citium: https://en.wikipedia.org/wiki/Zeno_of_CitiumSteenburgh and Ahearne “Motivating Salespeople”: https://hbr.org/2012/07/motivating-salespeople-what-really-worksAriely and Heyman “A Tale of Two Markets”: https://journals.sagepub.com/doi/abs/10.1111/j.0956-7976.2004.00757.x?journalCode=pssaJeffrey and Shaffer “The Effects of Tangible Rewards”: https://theirf.org/research/the-effects-of-tangible-rewards-versus-cash-rewards-in-a-sales-tournament-a-field-experiment/1638/The guy who traded a paper clip for a house: https://en.wikipedia.org/wiki/One_red_paperclipThe Price is Right: https://en.wikipedia.org/wiki/The_Price_Is_RightEstonia: https://en.wikipedia.org/wiki/Estonia Musical Links “Eve of Destruction” by Barry McGuire: https://www.youtube.com/watch?v=qfZVu0alU0I“Timothy” by The Bouys: https://www.youtube.com/watch?v=DGNdvKvbxYQ“DOA” by Bloodrock: https://www.youtube.com/watch?v=6WQptxygSM8First Avenue: https://first-avenue.com/Trip Shakespeare: https://www.youtube.com/watch?v=7PvyrRupOf0Trip Shakespeare “The Slacks” https://www.youtube.com/watch?v=wkOepnPJS3oDan Wilson: https://en.wikipedia.org/wiki/Dan_Wilson_(musician)Tragically Hip: https://www.youtube.com/watch?v=XN25TcN--I8Morphine: https://en.wikipedia.org/wiki/Morphine_(band)Lucius: https://www.youtube.com/watch?v=4QSF8bgqgC4Semisonic: https://www.youtube.com/watch?v=xGytDsqkQY8Trampled by Turtles: https://www.youtube.com/watch?v=PcoPedyXJVcAnd the Professors: https://www.youtube.com/watch?v=0kxiVQI3XeAThe Mighty Pines: https://www.youtube.com/watch?v=yHrR8LhTKfoEwert & the 2 Dragons: https://www.youtube.com/watch?v=ddCsOTWz7gI