From the course: Becoming Head of Sales: Developing Your Playbook

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Reward and recognition principles

Reward and recognition principles

From the course: Becoming Head of Sales: Developing Your Playbook

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Reward and recognition principles

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- Your first principles should become the backbone of the way in which you reward and recognize your team, everything from your compensation strategy, do you use a market-based comp, do you use equity, or just cash, to what you celebrate and what you recognize. Who's a hero on your team, and what did she do to earn that spot? Being consistent with these first principles will allow you to have consistency around the world, which your team is gonna value. How we go to market, and overall, how we engage with our customers needs to be in accordance with your first principles. For example, are we challengers? Are we showing up with humility? How do we manifest what's most important to you, everyday, around the world with our customers? For example, on our team, integrity is incredibly important. And we've chosen to manifest that with our customers around pricing. I personally believe that if we tell a customer the price is $100 today, when we know in our hearts that at the end of the month…

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