Archives for posts with tag: Reward

I realise that are two ways you could interpret the title of this blog post. I don’t mean that the good ones want to be measured in their approach, in other words, considered, careful, circumspect, even though that might be a good thing in many situations. I mean that they want to be measured, by us.

Good sales people are confident in their abilities and want to be measured. The better measured they are, as long as the system of measurement is fair, the clearer their effort is, the better they sell, the better they’re rewarded.

The less good don’t want to be measured, or want to be measured less. The less they’re measured, the more they can hide in the grey areas that are equivocal and open to interpretation, wiggle room and excuses. Same for marketers too.

If you’re hiring sales people, and you know you have a product that sells well – not that you can sell well, that other people can sell well – look for the ones that want to be tied down to targets and measurements. They’re the ones who want to see their progress, be judged accurately on their efforts, and be rewarded accordingly.


In US life insurance, people with good genes and sensible lifestyles are accorded the lowest premium and the status of ‘super preferred’. In effect they’re rewarded for not being a risky proposition for financial institutions.

Extrapolating this argument, the safer you are, the more you save during the course of your life. But then, when your life is over, and you didn’t really live it to its fullest extent because you were limiting your risks and your payments while alive, who is the winner there? Not you, at least not to this writer.

It occurs to me that there is a parallel in business. These days, immense macro forces like globalisation, commoditisation and automation are making it more and more essential for companies to do something special, and be something special, for their customers. Otherwise, they’ll just get replicated and replaced by a cheaper ‘me too’ substitute.

So is your business simply bobbing along, keeping its head down and playing it safe, while not trying anything too risky? Or is it constantly trying new, risky stuff that keeps it ahead of the pack that’s soon to become extinct?

In business, the super preferred life is not a life worth living.

And on another parting, and unrelated thought, this is post #400 :-).