As Steven Levitt validated in his Freakonomics series of books, people do respond to incentives. The question is how to best create incentives for your sales team? The first thought should actually not be about the reward, but rather the behavior that you want to promote. For example, do you want your sales team focusing [...]

Over the years I have learned one powerful lesson, the quality of the people around you is the single biggest factor impacting your success. While I believe this is true for all areas of business, I know it is critical to one’s success in my field of expertise – sales. I remember it like it [...]

Some time ago my wife and I were beginning the dreaded potty-training ritual with my youngest son Jack. Like most parents, we started off with the best intentions. Simply stated, for every time Jack would use the bathroom appropriately we would reward him with a little gift. We were certain this would generate the right [...]

  Some time ago, my daughter was learning how to ride a bike.  Like most parents, I started her very slowly.  I bought her the smallest bike with training wheels we could find so she would not fall and hurt herself.  Within two days, she was riding all around the neighborhood and had effectively mastered [...]

  Small acts of kindness can lead to loyal customers for life. We are lucky enough to be able to send my daughter to an elite private school here in town.  She recently started her first year at the school and my daughter’s birthday happens to be right at the beginning of the school year.  [...]