When thinking about learning transfer, what incentives are in place that might promote or inhibit learning transfer?
These might, for example, be sales incentives, team bonuses, or even competitive team/shift behaviours.
I was asked many years ago to do some training for a sales force to help them become more collaborative when working on their major accounts. I asked about the sales incentive scheme and discovered it was biased towards individual rewards rather than team effort and was mandated by HQ in the US. I turned down the job, knowing I couldn’t do what they were asking while that incentive plan was in place.
What makes the status quo so sticky?
What do people perceive they will lose if the status quo is disrupted?
What do people perceive they will gain if the status quo is continued as is?
Notice that this is about perception.
How can you change their perception?
