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Game the Plan

Every sales rep’s dream doesn’t have to be a CFO’s nightmare.

Introducing a revolutionary approach to creating effective incentive compensation plans, Game the Plan shows companies how to use real-life data to create highly customized incentive strategies that systematically inspire peak performance.

Available Now

Game the Plan can be purchased online at Barnes & Noble, Amazon and iTunes and will be available on iBooks on the App Store soon.
Amazon iTunes Barnes & Noble

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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:

  1. 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.
  2. 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!
  3. 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.

Subscribe to receive your FREE Game the Plan chapter kits

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Latest updates on Game the Plan.

A Big Thank You to Endorsers of Game the Plan February 13, 2014
Don’t Fight the Gamers, Embrace Them January 28, 2014
Thank you Game the Plan Endorsers! February 11, 2014

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Learn more about Game the Plan at these events.

Docusign Momentum March 4 – 6, 2014 | San Francisco, CA
CompCloud ‘14 May 19 – 21, 2014 | San Francisco, CA
CFO Rising East March 11 – 13, 2014 | Miami, FL

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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

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

About The Author

Christopher W. Cabrera
Published Author

Christopher W. Cabrera has more than 20 years of executive management experience at early-stage and public companies. He is a thought leader and expert in sales performance management, incentive compensation, and employee motivation.

Since founding Xactly in 2005, Cabrera and Xactly have won numerous accolades, including being named to the Wall Street Journal’s 2012 “Next Big Thing” list for the second year in a row.

Cabrera was chosen as the 2011 Alumni Entrepreneur of the Year by the Lloyd Greif Center for Entrepreneurial Studies at the USC Marshall School of Business. Mr. Cabrera is on the Board of USC Marshall Partners, Northern California. He is also on the Advisory Board for Santa Clara University’s Leavey School of Business as well as the SCU Center for Innovation and Entrepreneurship.