But more important, politics is all about forcing incentives to change.
Most company leaders will argue that sales force incentives have benefits, yet too often, incentives create more problems than solutions.
The one area where the U.S. did not rely on biology -- but on force, incentives and creative diplomacy -- was in Serbia.
"Being able to connect with experts across the organization is vital, whether it concerns statistical approaches to clinical experiments, challenges with scaling up biotech manufacturing process, analysis of complex and long-term investments, or sales force incentives," Anderson says.
What is troubling about the vast majority of sales force incentives, however, is that they are tied to short-term, individual, results-focused metrics (e.g. monthly territory sales).
Lower sales-force incentives?
New sales force incentives are based on annual recurring revenue of sales, for example.
He says that EMC, a notoriously high-pressure environment, has given its sales force incentives to sell more software, a tactic that appears to be working.
Under Mr. Boisvert, SAS installed a new financial reporting system and paid the sales force incentive commissions rather than salary only.
This implies that if the quantity to be sold is low, beekeepers are not forced to search incentives from other outlets.
I would become an agricultural economist, I told my professors, so I could show the world how distorted incentives forced farmers to maintain unsustainable practices.
