Tag Archive for: relationship

Smarter Sales Rewards with Chris Dornfeld

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In this solo episode, Bryan and special guest Chris Dornfeld dive into the science of effective sales compensation and incentive programs. They explore why most incentive budgets fail to deliver the intended results and how a behavior-focused, data-driven approach can change that. Chris shares insights from his company, Whistle, which uses behavioral science to optimize incentive programs, showing that immediate, personalized rewards tied to specific sales activities are far more effective than traditional lump-sum payouts.

You’ll learn why cash remains king, how to layer individual and team-based incentives, and the benefits of automating real-time rewards to keep motivation high. If you’re trying to build a dynamic rewards system that drives the right behaviors, this episode is packed with actionable advice to help you rethink your approach to motivating your sales team.

Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

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Success Loves Discipline

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In this solo episode, Bryan takes a thoughtful look back at his biggest takeaways from 2024. He explores the idea that sales is 90% process and 10% magic—and why most sales training only focuses on the magic. To drive exponential results, Bryan argues, great training must be paired with a powerful sales operating system.

He also dives into the principle that success loves discipline. But discipline doesn’t mean rigid routines—it’s about consistently executing simple, effective processes. Bryan shares how this approach helps sales teams avoid common pitfalls and unlock greater success. Whether you’re a sales leader or an individual contributor, this episode offers fresh insights to sharpen your strategy and fuel your growth.

Curious about the 90%? You can learn more about the Blind Zebra Sales Operating System here.

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