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How to motivate

high-salaried

salespeople

In retrospect, it makes perfect sense,

but Tim Houlihan, Vice President of

Reward Systems at Minneapolis-based

BI, recalls being initially surprised when

his company was hired by Barneys New

York to oversee an incentive program for sales

associates. Many of the sales floor employees

at the famous upscale department store chain

are well-off.

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How to motivate

high-salaried

Reward Systems at Minneapolis-based

BI, recalls being initially surprised when

his company was hired by Barneys New

York to oversee an incentive program for sales

Remarkable

Rewards,

Extraordinary

Results!

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Feature Story

1 2 3

Summary of Contents

Page 1 - Results!

How to motivatehigh-salaried salespeopleIn retrospect, it makes perfect sense, but Tim Houlihan, Vice President of Reward Systems at Minneapolis-based

Page 2 - Exclusivity

“They aren’t working at Barneys for the money. They’re working there for discounts and the access to stuff,” Houlihan says. He knew instantly that the

Page 3 - Feature Story

32What’s My Motivation?Don’t over-think the reward. Most top performers are self-driven.“When I’ve had the opportunity to run focus groups for high-ea