Don’t fight the gamers! Instead, build your incentive plan hoping they will find every possible way to earn their badges, bonuses, and checks.
What Game The Plan Teaches
Tap into the science of motivation, use three kinds of data to fine-tune your incentive strategies, and unleash the power of your incentives.
You’ll learn how:
- Incentives have driven behavior throughout history, from the era of swashbuckling pirates to the Napoleonic wars, and the roaring 20s to today’s data-driven society.
- To use data to diminish the wars that typically wage between sales and finance, help them speak the same language, and finally feel the love!
- Gain insight into your organization’s unique performance by comparing it to the world’s largest collection of empirical performance data and industry-specific benchmarks.
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Turn your compensation plans from win-lose to win-win, using the science of motivation and the magic of real-life data.
Game The Plan Reviews
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.