--- title: The case against Sales Performance Management description: Friday is movie day here at NetCommissions - Check out this must see video on the psychology of behavior reinforcement. What do some of these insigh --- [![](https://www.netcommissions.com/hubfs/Netcommesions/NetCommissions_logo.jpg)](https://www.netcommissions.com/) **(888) 873-5814** [Home](http://netcommissions.com/) [Feedback](http://classic-migration-sandbox-138744.hs-sites.com/feedback) [Customer Login](https://secure2.netcommissions.com/login/) # Sales Performance Management Best Practices Blog # The case against Sales Performance Management Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Fri, Dec 2, 2011 @ 10:12 AM - [Tweet](https://twitter.com/share) **Friday is movie day here at NetCommissions** - Check out this must see video on the psychology of behavior & reinforcement. What do some of these insights mean for Sales Compensation ? Interestingly, my take away from the video is that the two paradigms presented at the beginiing are more complimentary than one might think at first blush. Many of the Sales Methodologies & Best Practices that are being embraced by Best-in-Class sales organizations emphasize process standardization and the use of data driven, fact based decision making tools as a critical element of successful sales execution (read: Profitable Revenue Growth). While these are certainly not meant to stymie creative thinking, they do tend to exert a force that would suggest a significant 'mechanical' element to the management of Sales Performance and thus, I would not expect the role for sales incentives, commissions, etc. to disappear any time soon. Perhaps the 'best-of-the-best' are those organizations that are able to strike a good balance between the two, logical & creative, elements of our brain. The best sales professionals I've had the pleasure of working with all had tremendous skills related to autonomy, mastery & purpose, they also seemed to like getting paid for their contributions as well.    [![Click me](https://no-cache.hubspot.com/cta/default/138744/657a79b0-8408-4d52-aa11-4ac60615e44b.png)](https://cta-redirect.hubspot.com/cta/redirect/138744/657a79b0-8408-4d52-aa11-4ac60615e44b)   ** What do you think?** . Topics: [Sales Compensation Professional](https://www.netcommissions.com/blog/topic/sales-compensation-professional), [CEO](https://www.netcommissions.com/blog/topic/ceo) ## Subscribe The NetCommissions Sales Performance Management Blog covers all aspects of Sales Compensation & Performance. **Join your peers **from companies like **DHL,  Monster & Novartis** and join now! ### Browse by Tag - [Accuracy (5)](https://www.netcommissions.com/blog/topic/accuracy) - [CEO (43)](https://www.netcommissions.com/blog/topic/ceo) - [CFO/Finance Leader (56)](https://www.netcommissions.com/blog/topic/cfo-finance-leader) - [Channel Commissions (3)](https://www.netcommissions.com/blog/topic/channel-commissions) - [Commissions for distributors (2)](https://www.netcommissions.com/blog/topic/commissions-for-distributors) - [Communication/Reporting (8)](https://www.netcommissions.com/blog/topic/communication-reporting) - [CTO (25)](https://www.netcommissions.com/blog/topic/cto) - [Data Quality (2)](https://www.netcommissions.com/blog/topic/data-quality) - [EVP/Sales Leader (55)](https://www.netcommissions.com/blog/topic/evp-sales-leader) - [Gross Margin (3)](https://www.netcommissions.com/blog/topic/gross-margin) - [Human Resources (49)](https://www.netcommissions.com/blog/topic/human-resources) - [Microsoft Dynamics 365 (1)](https://www.netcommissions.com/blog/topic/microsoft-dynamics-365) - [Microsoft Teams (2)](https://www.netcommissions.com/blog/topic/microsoft-teams) - [News (2)](https://www.netcommissions.com/blog/topic/news) - [plan design (10)](https://www.netcommissions.com/blog/topic/plan-design) - [RACI Chart for Sales Commissions (1)](https://www.netcommissions.com/blog/topic/raci-chart-for-sales-commissions) - [RACI Chart for Sales Compensation (1)](https://www.netcommissions.com/blog/topic/raci-chart-for-sales-compensation) - [RACI Chart for Sales Operations (1)](https://www.netcommissions.com/blog/topic/raci-chart-for-sales-operations) - [Retroactive Adjustments (1)](https://www.netcommissions.com/blog/topic/retroactive-adjustments) - [ROI (8)](https://www.netcommissions.com/blog/topic/roi) - [SaaS Sales Compensation (7)](https://www.netcommissions.com/blog/topic/saas-sales-compensation) - [Sales Comp Plan Fundamentals (31)](https://www.netcommissions.com/blog/topic/sales-comp-plan-fundamentals) - [Sales Compensation Professional (58)](https://www.netcommissions.com/blog/topic/sales-compensation-professional) - [Sales Operations (20)](https://www.netcommissions.com/blog/topic/sales-operations) - [Sales Performance Metrics & KPI's (5)](https://www.netcommissions.com/blog/topic/sales-performance-metrics-kpis) - [Sales Performance Reporting (12)](https://www.netcommissions.com/blog/topic/sales-performance-reporting) - [Sales Professional (30)](https://www.netcommissions.com/blog/topic/sales-professional) - [Sales Quota (4)](https://www.netcommissions.com/blog/topic/sales-quota) - [SPIFF (2)](https://www.netcommissions.com/blog/topic/spiff) - [Territory Management (2)](https://www.netcommissions.com/blog/topic/territory-management) - [Timeliness (3)](https://www.netcommissions.com/blog/topic/timeliness) - [Wholesale Distribution (2)](https://www.netcommissions.com/blog/topic/wholesale-distribution) [![Click me](https://no-cache.hubspot.com/cta/default/138744/4f32be58-c6e6-43ce-beea-f8ea2555bd98.png)](https://cta-redirect.hubspot.com/cta/redirect/138744/4f32be58-c6e6-43ce-beea-f8ea2555bd98) [![Click me](https://no-cache.hubspot.com/cta/default/138744/aaff191f-dda8-478b-a150-93d46e641e39.png)](https://cta-redirect.hubspot.com/cta/redirect/138744/aaff191f-dda8-478b-a150-93d46e641e39)     [![Click me](https://no-cache.hubspot.com/cta/default/138744/9a273da9-e3c4-4c96-99a0-4e99e40fc027.png)](https://cta-redirect.hubspot.com/cta/redirect/138744/9a273da9-e3c4-4c96-99a0-4e99e40fc027) [![Click me](https://no-cache.hubspot.com/cta/default/138744/c66c4e8c-86ea-4e09-a3e2-9d9c1854fd87.png)](https://cta-redirect.hubspot.com/cta/redirect/138744/c66c4e8c-86ea-4e09-a3e2-9d9c1854fd87) ### Most Popular Posts - [Home](https://www.netcommissions.com/home-1/) - [Solutions](http://classic-migration-sandbox-138744.hs-sites.com/solutions/solutions) - [Services](http://classic-migration-sandbox-138744.hs-sites.com/services/overview) - [Resources](https://www.netcommissions.com/resources/resource-center/) - [Partners](http://classic-migration-sandbox-138744.hs-sites.com/partners/program-overview) - [About Us](http://classic-migration-sandbox-138744.hs-sites.com/about-us/overview) - [Blog](https://138744.hs-sites.com/blog) - [Privacy Policy](http://classic-migration-sandbox-138744.hs-sites.com/privacy-policy) © 2015 NetCommissions™ - All rights reserved.