Covid-19 Crisis: Chris Pfeiffer on Tips for Adjusting Sales Comp Plans Behavioral Grooves Podcast

Chris Pfeiffer is a Senior Business Analyst at Tegra Analytics. Chris specializes in salesforce effectiveness in the life science industry, which includes incentive compensation, targeting and segmentation, sales force sizing and optimization, statistical analysis, and business intelligence. 
Chris graduated from The Johns Hopkins University, where he received his Master of Science in Government Analytics, and La Salle University, where he received his Bachelor of Science in Business Administration (major in Finance with a minor in Economics). 
We spoke to Chris about some of the challenges brought on by the coronavirus crisis. We discussed sales quotas and sales compensation in an era where nearly nothing can be forecasted because there is nothing “business as usual” about our world today. He offered some excellent tips on how sales leaders can help manage their way through these uncharted waters. 
© 2020 Behavioral Grooves
Links
Connect with Kurt and Tim: 
Kurt Nelson, PhD: @WhatMotivates  e-mail: kurt@lanterngroup.com 
Tim Houlihan: @THoulihan  e-mail: tim@behavioralchemy.com 
Lantern Group: http://lanterngroup.com/
BehaviorAlchemy: https://www.behavioralchemy.com/
Behavioral Grooves: https://behavioralgrooves.com/
Weekly Grooves: https://weeklygrooves.podbean.com/
Common Biases & Heuristics: https://docs.google.com/document/d/1XHpBr0VFcaT8wIUpr-9zMIb79dFMgOVFRxIZRybiftI/edit#
Patreon Site for Behavioral Grooves: https://www.patreon.com/behavioralgrooves
 
General Coronavirus Info: 
Daily Newsletter Summarizing data from Johns Hopkins Center for Health Security: http://www.centerforhealthsecurity.org/newsroom/newsletters/e-newsletter-sign-up.html
CDC: https://www.cdc.gov/coronavirus/2019-ncov/index.html
Great videos on the science behind this by Dr. Peter Attia – this is the first in a series: https://www.youtube.com/watch?v=CNVhLyAlfA4
What is herd immunity?: https://www.technologyreview.com/s/615375/what-is-herd-immunity-and-can-it-stop-the-coronavirus/
A list curated by Liam.Delaney@UCD.ie 
https://docs.google.com/document/d/11GLhX7hLf64Bxkdpv5hvYHqOjS1imlcMQFjJBJ-9oUM/edit
 
Coronavirus & Behavioral Science: 
Selected Links: The Behavioral Sice of Coronavirus: https://behavioralscientist.org/selected-links-the-behavioral-science-of-the-coronavirus-covid-19/
Why no one is reading your coronavirus email: https://edition.cnn.com/2020/03/13/opinions/coronavirus-emails-effective-messaging-rogers/index.html
Handwashing can stop a virus, so why don’t we do it?: https://behavioralscientist.org/handwashing-can-stop-a-virus-so-why-dont-we-do-it-coronavirus-covid-19/
The behavioral science of handwashing: https://think.ing.com/articles/the-behavioural-science-of-hand-washing/ 
Ideas 42: The Behavioral Side of COVID-19 here: https://ideas42.org/covid19/ 
Greater Good: https://twitter.com/GreaterGoodSC
 
How We Can Cope During This Crisis: 
Tip Sheet from HUMU: https://humu.com/remote-nudges/
Resources for learning at home: https://fordhaminstitute.org/national/commentary/resources-learning-home-during-covid-19-school-closures?utm_source=join1440&utm_medium=email&utm_placement=etcetera
 
General Behavioral Science Links: 
Common Biases and Heuristics: https://docs.google.com/document/d/1XHpBr0VFcaT8wIUpr-9zMIb79dFMgOVFRxIZRybiftI/edit#
Jonathan Haidt – 5 Moral Foundations: https://en.wikipedia.org/wiki/Moral_foundations_theory
Annie Duke’s “How To Decide”: https://www.amazon.com/How-Decide-Simple-Making-Choices/dp/0593084608
“16 Ways To Promote Hand Washing With Behavioral Science” article by Aline Holzwarth: https://www.forbes.com/sites/alineholzwarth/2020/03/25/handwashing-with-behavioral-science/#261b4b9f768d
Aline Holzwarth’s Playlist on Spotify: https://open.spotify.com/playlist/0H5fsQRrqslGdBhhx8d4Aw?si=0jra0rU1Qu2vQNtqjbRvZA
Deontological and Consequential Moralities: https://plato.stanford.edu/entries/ethics-deontological/#DeoTheKan
Difference between descriptive and injunctive