Michael Ahearne's guest appearances

Michael Ahearne

The Mike Hosking Breakfast

Heather du Plessis-Allan Drive

Behavioral Grooves Podcast

Covid Watch

Best of Business

First Light with Rachel Smalley

Annie Duke

Whitney Johnson

Jon Levy

Michael Mosley

Nir Eyal

Chris Adams

Ben Scott

Brad Olsen

Elizabeth Gilbert

AJ Jacobs

Chris Edwards

Kwame Christian

Ben Smith

James Wilson

Chris Smith

OwlTail

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View From the Top: Sky City Entertainment CEO Michael Ahearne

Sky-high hopes for the vaccination drive taking place at Auckland's SkyCity this weekend.Free Sky Tower tickets are on offer for those getting jabbed there this Super Saturday.The free event will take place in the carpark from 10am, and is part of many initiatives getting underway that day.Chief Executive Michael Ahearne told Heather du Plessis-Allan they're hoping for good demand.“The goal is to get 1000 people through. The Auckland DHB is running it, but there’s plenty of capacity, we could do a lot more than that.”LISTEN ABOVE

Sky-high hopes for the vaccination drive taking place at Auckland's SkyCity this weekend. Free Sky Tower tickets are on offer for those getting jabbed there this Super Saturday. The free event will take place in the carpark from 10am, and is part of many initiatives getting underway that day. Chief Executive Michael Ahearne told Heather du Plessis-Allan they're hoping for good demand. “The goal is to get 1000 people through. The Auckland DHB is running it, but there’s plenty of capacity, we could do a lot more than that.” LISTEN ABOVE

Michael Ahearne: SkyCity is offering free Sky Tower tickets at Super Saturday vaccination drive

In this episode, we spoke with Michael Ahearne PhD, a professor and researcher at the University of Houston. Mike is an expert in sales incentives, so we talked about the behavioral issues that come to light with – mostly – bad incentive design. Mike’s work with Tom Steenburgh, PhD at the University of Virginia’s Darden School has introduced a new way of thinking about salespeople. This was highlighted in a Harvard Business Review article from July-August 2012 called "What Really Works." These two researchers coined the use of the terms Stars, Core and Laggards to describe salespeople on their performance journey. One of the things we took away from our conversation with Mike was that the emphasis on Stars and Laggards is overshadowing the Core performers – those in the middle 60%. We touched on some big mistakes common to sales incentive design and the importance of measurement. We also talked about the Baseball Hall of Fame, General Colin Powell, and automobile sales.   In our Grooving Session, Kurt and I wondered into talking about outdoor concert experiences and want to encourage everyone who loves music to check out Milwaukee's Summerfest. It's a high-quality festival with lots of good music. 

In this episode, we spoke with <a href="https://www.linkedin.com/in/michael-ahearne-8b79782/" rel="nofollow" target="_blank">Michael Ahearne PhD</a>, a professor and researcher at the University of Houston. Mike is an expert in sales incentives, so we talked about the behavioral issues that come to light with – mostly – bad incentive design. Mike’s work with <a href="https://www.linkedin.com/in/thomas-steenburgh-740026b/" rel="nofollow" target="_blank">Tom Steenburgh, PhD</a> at the University of Virginia’s Darden School has introduced a new way of thinking about salespeople. This was highlighted in a Harvard Business Review article from July-August 2012 called "What Really Works." These two researchers coined the use of the terms Stars, Core and Laggards to describe salespeople on their performance journey. One of the things we took away from our conversation with Mike was that the emphasis on Stars and Laggards is overshadowing the Core performers – those in the middle 60%. We touched on some big mistakes common to sales incentive design and the importance of measurement. We also talked about the Baseball Hall of Fame, General Colin Powell, and automobile sales.   In our Grooving Session, Kurt and I wondered into talking about outdoor concert experiences and want to encourage everyone who loves music to check out <a href="https://summerfest.com/2018-lineup/" rel="nofollow" target="_blank">Milwaukee's Summerfest.</a> It's a high-quality festival with lots of good music.

Stars - Cores - Laggards - Better Incentives for Your Sales Reps featuring Dr. Michael Ahearne