Comments on: Influence Insiders Radio and Review of Talk Less, Say More: 3 Habits to Influence Others and Make Things Happen http://leapcomp.com/2010/02/influence-insiders-radio-and-review-of-talk-less-say-more-3-habits-to-influence-others-and-make-things-happen.html Mon, 21 May 2012 17:38:11 +0000 http://wordpress.org/?v=2.6 By: admin http://leapcomp.com/2010/02/influence-insiders-radio-and-review-of-talk-less-say-more-3-habits-to-influence-others-and-make-things-happen.html#comment-31221 admin Thu, 11 Feb 2010 23:15:54 +0000 http://leapcomp.com/?p=1162#comment-31221 Hi Donya, Thanks for the comment and for making the link between my post about communication/influence and incentive compensation. I believe I talked about this rule of 'three measures' elsewhere on the blog and you are right, I see so many companies measuring dozens of metrics - so many that very little is gained by trying to reward them. On the other hand, many clients do a good job at keeping the plans simple, but the reports and communication to the field is so terrible that reps get really confused, which again is wasting the efforts of an otherwise good incentive program. As you said, in this field, brevity is powerful. And so is simplicity. Julien Hi Donya,

Thanks for the comment and for making the link between my post about communication/influence and incentive compensation.

I believe I talked about this rule of ‘three measures’ elsewhere on the blog and you are right, I see so many companies measuring dozens of metrics - so many that very little is gained by trying to reward them. On the other hand, many clients do a good job at keeping the plans simple, but the reports and communication to the field is so terrible that reps get really confused, which again is wasting the efforts of an otherwise good incentive program.

As you said, in this field, brevity is powerful. And so is simplicity.

Julien

]]> By: Donya Rose http://leapcomp.com/2010/02/influence-insiders-radio-and-review-of-talk-less-say-more-3-habits-to-influence-others-and-make-things-happen.html#comment-31216 Donya Rose Thu, 11 Feb 2010 21:04:21 +0000 http://leapcomp.com/?p=1162#comment-31216 And in case anyone is wondering what this might have to do with comp, there's a fabulous link: fewer measures generally sends a more powerful message. The more you say, the less is heard. You can have a precise and "Fair" comp plan with six measures and all kinds of linkages, but you'll miss your chance to direct focus and enhance performance. I you could only say three things to your sales people, what would they be? They can remember three important priorities without carrying the comp plan document around - so it's best to limit their plans to three measures, max. Brevity is powerful. And in case anyone is wondering what this might have to do with comp, there’s a fabulous link: fewer measures generally sends a more powerful message. The more you say, the less is heard.

You can have a precise and “Fair” comp plan with six measures and all kinds of linkages, but you’ll miss your chance to direct focus and enhance performance. I you could only say three things to your sales people, what would they be? They can remember three important priorities without carrying the comp plan document around - so it’s best to limit their plans to three measures, max. Brevity is powerful.

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