question1- What are stars ,Core performers, laggards. Question2- Motivating Core performers, what is the effectivenessof of Multi Tier Targets , Prizes. Question3- Motivating Lagards , what is the effectiveness of Pace setting bonuses, Natural Social Pressure, Program Induced Social Pressure. ( Motivating salespeople: what really works is the case)

Motivating Salespeople: What Really Works Companies fiddle constantly with their incentive plans- but most of their changes have little effect. Here's a better approach. by Thomas Steenburgh and Michael Ahearne