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  • Writer's pictureJoel White

100 Thoughts on Pricing: #90

Over the years I've seen a variety of performance incentives / bonus plans for pricing teams- sales based, activity based, quality based, conformance with general company incentive plan, etc. I've yet to see a clearly superior approach, and research into this is sorely lacking.

So when asked, I recommend equity, especially at the leadership level.

Not only have equity incentives been proven time and again to motivate employees across all functions to act like owners, they are especially appropriate for pricing teams, where team members are expected to make objectively smart decisions about how to apply price in the midst of often conflicting demands from customers, sales, operations, etc.



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