Energize Your Sales Force with ZS’s iCARE Framework

Steve Marley and Mike Martin

Are your salespeople motivated? If not, what will make them more energized in their role?

Compensation practitioners tend to gravitate toward financial incentives. And while money is important to salespeople, incentives are just one piece of a much bigger puzzle that we need to solve when trying to motivate them.

ZS’s incentive CARE or iCARE framework suggests that people’s motivation and enthusiasm are driven by how well we meet 4 primary needs: Control, Affiliation, Recognition & Excellence.

This video shows how ZS iCARE framework maximizes the power of your incentive plan.

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