{"product_id":"the-carrot-is-the-stick-hardcover-1","title":"The Carrot Is The Stick - Hardcover","description":"\u003cdiv\u003e\u003cp style=\"text-align: right;\"\u003e\u003ca href=\"https:\/\/reportcopyrightinfringement.com\/\" target=\"_blank\" rel=\"nofollow\"\u003e\u003cb\u003eReport copyright infringement\u003c\/b\u003e\u003c\/a\u003e\u003c\/p\u003e\u003c\/div\u003e\u003cp\u003eby \u003cb\u003eErik W. Charles\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eYour sales team did exactly what you paid them to do.\u003c\/b\u003e\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e \u003cp\u003eThat's not a criticism. It's a diagnostic.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e \u003cp\u003eIf your reps are discounting to close, sandbagging at quarter end, or ignoring the deals you need them to win, the answer is in the comp plan. Not the team. The plan.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eThe Carrot IS the Stick\u003c\/b\u003e is a field guide for the people who actually design, defend, and live with sales compensation. Drawing on three decades of consulting and the most rigorous academic research on sales pay, Erik Charles walks through every major plan type, every common mistake, and the small adjustments that change rep behavior overnight.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eWhat you will learn: \u003c\/b\u003e\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cul\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cli\u003e\n\u003cb\u003eHow to set a quota your team will actually believe.\u003c\/b\u003e The research on attainment rates, ramp curves, and the math behind why most quotas fail before they go live.\u003c\/li\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cli\u003e\n\u003cb\u003eHow to design plans for the role someone actually does.\u003c\/b\u003e Different mechanics for Hunters, Farmers, CSMs, Prospectors, sales managers, and the rest of the sales organization.\u003c\/li\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cli\u003e\n\u003cb\u003eHow to use accelerators, clawbacks, gates, SPIFs, and pay mix without breaking the plan.\u003c\/b\u003e The components most teams get wrong and the small adjustments that fix them.\u003c\/li\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cli\u003e\n\u003cb\u003eHow to spot the silent damage caused by commission caps and quota ratcheting.\u003c\/b\u003e The findings from the Misra-Nair structural model that revealed a 9% revenue lift just from removing a cap.\u003c\/li\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cli\u003e\n\u003cb\u003eWhat the research actually says about contests, leaderboards, transparency, and the Peter Principle in sales.\u003c\/b\u003e Office Hours sections after each chapter put the academic evidence next to the practitioner recommendation.\u003c\/li\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003c\/ul\u003e\u003cp\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eWho this book is for: \u003c\/b\u003e\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e \u003cp\u003eVPs of Sales, CROs, RevOps leaders, compensation analysts, founders building their first sales team, CFOs modeling commission expense, and HR leaders sitting in the middle of all of the above.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e \u003cp\u003eIf you have ever sat in a QBR and wondered why your reps were doing exactly the wrong thing for completely understandable reasons, this book is for you.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eErik W. Charles\u003c\/b\u003e has spent thirty years designing sales compensation for Fortune 500 companies and venture-backed startups. He is Head of Revenue at Variabl, founder of Braided Line Advisory, and a regular speaker at Dreamforce, Sales 3.0, and the Sales Management Association.\u003c\/p\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 240\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.56 x 9 x 6 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e August 05, 2026\u003c\/div\u003e\n            ","brand":"BooksCloud","offers":[{"title":"Default Title","offer_id":53878145286451,"sku":"9798996972517","price":39.38,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0300\/5595\/6612\/files\/JI0s6iXgNA9798996972517_7a72d838-6ade-4b89-a7cf-94bfbc80e1eb.webp?v=1787191535","url":"https:\/\/www.vysn.com\/en-ca\/products\/the-carrot-is-the-stick-hardcover-1","provider":"VYSN","version":"1.0","type":"link"}