Chad Albrecht

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Chad Albrecht is a principal at ZS in Chicago and is a leader in the firm’s sales compensation practice area. He and ZS principal Steve Marley are the authors of The Future of Sales Compensation (ZS; 2016).

Why CEOs Shouldn’t Discard Their Sales Incentives

Both sides of the “intrinsic vs. extrinsic” incentive debate can find individual studies that support their argument. Also, there are literally hundreds of studies available about motivation. A more productive literature review looks at meta-studies—essentially ‘studies of studies’—to show what all of the research says in aggregate.
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