Performance – Perceived Emotional Cost
Most sales people know that the value they deliver is proportional to the perceived benefits. In most cases a bigger price has a value dampening effect. But most importantly, the greater the perceived emotional cost the less associated value the customer will perceive.
To be a successful worker in the industrial economy, you need to be compliant / low maintenance from a management perspective.
However in the digital economy, creativity trumps compliancy.
So it is expected that workers will be a management nightmare. This in turn means that the perceived benefits associated with you must shoot through the roof to offset this.
Mastery of your skills will of course help, but brand management is more important.
