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Rewarding strong sellers is simple — give them more money, right? Maybe not. The best incentive programs to establish for your sales teams may not necessarily be purely cash-driven. With about 20 million salespeople in the United States, it’s not surprising that there is an entire industry dedicated to rewards and incentives for salespeople. Cash may be the default rewards option for many companies, but it may not be optimal for team building and employee satisfaction. Charlotte Blank, Chief Behavioral Officer of Maritz, explains what actually makes salespeople tick and how to take a scientific approach to your own sales rewards programs.

Introducing cash into the equation can interrupt that feeling of being part of a family and remind people that everything has a price.”

Charlotte Blank | Chief Behavioral Officer, Maritz