The Biggest Compensation Misconception, May 12, 2026

Behavior Spotlight — Motivation

Let Me Tell You About the Contest That Broke Everything

Early in my career, I worked for a retail organization that had figured out how to motivate its team. At least, that’s what they thought.

Every time a key selling season rolled around — Valentine’s Day, Mother’s Day, back-to-school — they’d announce a contest. Sell this product, hit this number, win …