Many firms use rewards and incentives to motivate their reps. However, it was only when a complete audit of all the rewards and recognition tools in place at a large pharmaceutical firm did the realization come that they were leaving motivational power on the table. In this interview, James Brewer, Director of Commercial Operations at Eli Lilly & Company, tells us how Lawrence & Nohria's 4 Drive Model acted as a foundational tool to discover what was working and what was missing from Lilly's rewards and recognition models.
In a fascinating and in-depth interview into the challenges and outcomes of James' work, we unpeeled the traditional views of how to get the best out of sales reps. At one point, at about the 45-minute mark, James stopped us and said, "We need to talk about outcomes." It was an excellent discussion. We hope you enjoy.
Link to James Brewer on LinkedIn.
Katy Milkman: How to Make Healthy Habits that Actually Last [INTERVIEW]
Why We Work At Our Best, When We Feel At Our Best with Larry Senn
How Good People Fight Bias | Dolly Chugh
From Holding the Mic to Theory of Mind: Rob Leonard's Love of Language
Getting to Yes, And...Behavioral Grooves: Two Podcasts in One
Get More from Reading your Favorite Books with Pique founder Bec Weeks
The Power of Unity: Robert Cialdini Expands His Best Selling Book Influence
Behind NOISE and Beyond The Book: Linnea Gandhi Shares her New Course on Noise
Why Is Noise Worse Than Bias? Olivier Sibony Explains
How Behavioral Science Can Impact Nonprofits: The Inspiring Story at Save The Children
How Delusions Can Actually Be Useful: Shankar Vedantam Reveals How
Donating Our Money Is Irrational, So Why Do We Do It? Tim Kachuriak Explains Our Motivations
How Do You Become Influential? Jon Levy Reveals His Surprising Secrets
Why Music Makes You Feel Better with Pablo Ripollés and Ernest Mas Herrero
Share, Like, Comment: Sandra Matz PhD Exposes The Truth Behind your Digital Footprint
3 Ways to have a Positive Chat About Vaccine Hesitancy with Friends and Family
How a Compelling Story Packs a Persuasive Punch with Melanie Green
Secrets of Subtraction: Donut Holes, Lego and Bruce Springsteen with Leidy Klotz
Observing the Non-Obvious: How to Spot Trends Around You with Rohit Bhargava
Why It's Astoundingly Easy, But Not Better, to Be Tribal with Tim Ash
Create your
podcast in
minutes
It is Free
The Poetry of Science
Hidden Brain
The Science of Happiness
Choiceology with Katy Milkman
Therapist Uncensored Podcast