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From the Editor...

Editor: Paul Nolan

For several years running, this publication and its predecessors have published an annual cover feature extolling the benefits of non-cash incentives as performance boosters. Internally, we refer to it as our “bash cash” issue. To be sure, a substantial amount of research supports the argument that most employees are more engaged in an incentive program and work harder to reach goals when desirable non-cash incentives are offered instead of cash.

Additional Web Resources

Leadership Lessons from a Marching Band
Mike Figliuolo of thoughtLEADERS, LLC discovered that his college alma mater’s marching band offers some leadership lessons that businesses would do well to mimick. Read his thoughts and watch the video here: http://bit.ly/13gIo3d

Should You Create A Sales Dream Team?
Since customers are fielding buying teams, does it make sense to assemble your top salespeople into a Dream Team? Harvard Business Review addressed the issue of making star teams out of star players. You’ll find it here...

Freewheelin’ With the Funnelholic
While researching our Jan-Feb cover story on marketing automation, we came across Funnelholic.com, a lively business blog written by consultant Craig Rosenberg. We got him on the phone to talk more about the topic. You’ll find that conversation here.

Dan Pink Says We’re All In Sales Now
In his new book, “To Sell Is Human: The Surprising Truth About Moving Others,” the best-selling author says we’re all in sales to one degree or another. So what does that mean for those who do it for a living? Our extended Q&A with Dan Pink is here.