openbook

Every Sales Rep’s Dream; Every CFO’s Nightmare shows you how to create incentive plans using the science of motivation and several terabytes of proprietary information from industry leaders’ best practices that enable you to embrace gamers instead of fight them.

ABOUT

This book starts with a revolutionary, three-pronged approach to creating the right plan. The process is based on combination of academic, anecdotal, and empirical data. The book will guide readers through several self-assessment exercises to diagnose and fine-tune their incentive strategy effectiveness.

More than just a check list, It delves deep into the science of motivation, and shares why it’s more critical than ever to understand what truly motivates each of your employees, what you’re doing now that does and doesn’t work, and what you can do better. It shares insights for unleashing even bigger results, all based on several terabytes of proprietary information gleaned from industry leaders’ best practices.

For the first time ever, companies can intelligently harness the unique motivational composition of their workforces and systematically spike company-wide collaboration and profitability — across every job function and department.

ABOUT

This book starts with a revolutionary, three-pronged approach to creating the right plan. The process is based on combination of academic, anecdotal, and empirical data. The book will guide readers through several self-assessment exercises to diagnose and fine-tune their incentive strategy effectiveness.

More than just a check list, It delves deep into the science of motivation, and shares why it’s more critical than ever to understand what truly motivates each of your employees, what you’re doing now that does and doesn’t work, and what you can do better. It shares insights for unleashing even bigger results, all based on several terabytes of proprietary information gleaned from industry leaders’ best practices.

For the first time ever, companies can intelligently harness the unique motivational composition of their workforces and systematically spike company-wide collaboration and profitability — across every job function and department.

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MEDIA

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cabrera

AUTHOR

Christopher W. Cabrera

Christopher W. Cabrera is a thought leader and expert in sales performance management, incentive compensation, and employee motivation. Since founding Xactly Corporation in 2005, he and the firm have received many accolades. Chris was chosen as the 2011 Alumni Entrepreneur of the Year by the Llyod Greif Center for Entrepreneurial Studies at the University of Southern California’s Marshall School of Business. Xactly was named to the Wall Street Journal’s “Next Big Thing” list in 2012 and 2013, and it won Great Place to Work’s ™ “Best Small and Medium Workplaces” award in 2012.

Chris advises a number of start-up companies, and he speaks regularly at industry conferences and at Stanford, the University of California at Berkeley, USC, and Santa Clara University. He is on the board of USC Marshall Partners, Northern California, and on the advisory board for SCU’s Leavey School of Business as well as the SCU Center for Innovation and Entrepreneurship. He and his wife, Marla, have been married for 23 years, and they have two children, Alexa and Cole.

REVIEWS

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Reviews

This is an extremely relevant and insightful book. Anyone involved with sales compensation will benefit from Chris’ advice which is grounded in well documented research and case studies.

Jerome A. Colletti, Managing Partner, Colletti-Fiss, LLC

Game the Plan is a must-read. Chris Cabrera shows how to use real-life data to create killer incentive compensation strategies that will transform your enterprise.

Marc Benioff, Chairman and CEO, Salesforce.com

In Game the Plan, Chris Cabrera gives us real-world tips, relevant research and great examples to better reward our sales producers. Start here to ‘game the plan’ well!

David J. Cichelli, Sr. Vice President, The Alexander Group, Inc

Compensation plans can make or break employee morale and customer satisfaction. Chris Cabrera not only knows all that, but in this book, for the first time, he shows you how to build those plans. They work for employees and drive business with customers. So start reading the book. You’ll be really glad you did.

Paul Greenberg, Author, CRM at the Speed of Light, 4th Edition

Chris Cabrera challenges everyday thinking and common perceptions about sales incentives, and makes you rethink your strategies. If you’ve thumbed your nose at incentives because you think they create win/lose scenarios, Chris will quickly change your mind. You’ll read the last page of this book hoping your reps game the plan.

Keith Krach, Chairman & CEO, DocuSign

The ideas in Game the Plan resonate for me both as a business executive and a former pro football player. As evidenced in my own life, the possibility of winning the Super Bowl, was enough incentive for me to give all I could by cutting off part of my little finger. The right incentives are powerful motivators and Game the Plan explains these ideas brilliantly.

Ronnie Lott, NFL Hall of Fame (2000 Inductee)

As the founder and CEO of the company that pioneered on-demand SPM, Chris Cabrera stands out his vision, his experience, and his access to hard data. It takes his unusual combination to inspire his unconventional insight– that gaming can be the source of innovation and motivation, and that the best incentive planners will invite gaming that adds to the bottom line.

Alan Benson, PhD Candidate, MIT Sloan

Chris and his team have designed a tool that creates more engaged employees, drives the right behavior, and helps organizations meet their goals. I’ve seen his principles work first hand over my own career.

Steve Cakebread, former CFO, Salesforce.com

This is an easy, fast, and insightful read that delivers far more than the even title promises. While it’s fun to read how Chris Cabrera got fired and then competed with his previous employer to build a highly successful company, the real value of this meaningful book leaps at you as the author unveils the many powerful links between human motivation and business performance. A must read for C-level executives.

Gerhard Gschwandtner, Founder & CEO, Selling Power

Chris has written a fantastic book for executives that helps bridge the ‘sales & finance’ chasm of compensation. He has some spot-on tips for helping sales and finance work together. I’ve always been especially interested in motivation, so I especially enjoyed his sections on how to treat different generations: Traditionalists, Baby Boomers, Gen X, and Gen Y. Plus, his ‘Top 5 Motivation Mistakes’ are so true and so common. If you deal with compensation, and especially sales compensation, you need to read this book

Aaron Ross, Best-selling author of Predictable Revenue

Game The Plan is the perfect example of why you should go with the tide instead of against it. There’s brilliance in the simplicity of taking the natural tendencies of human behavior and rewarding those who achieve financial results.

Rodahl Leong-Lyons, VP of Sales – Americas, Hyatt Hotels Corporation

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