OUR READERS WHO PLAN INCENTIVES often tell me what a hard time they have when they try to explain to people what they do for a living. Often, they just get a blank stare. Or people say they know someone who has been on “one of those incentive trips.” Worst of all is when they're treated as if they're off on vacation every time they travel for their jobs. Why do so few people understand incentive planning — and how it's directly tied to the bottom line? Maybe it's because so few companies ...

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