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IDIOSYNCRATIC FIT: The secret to motivating average sales people to achieve TOP performance

Sep 22, 2015

Written by: Walter Ruckes
(View Author Bio)

Motivate sales resp competition BI WORLDWIDE Latin America.


At BI WORLDWIDE, we use the principles of behavioral economics to create the best engagement strategies on the planet. We work with expert academics who advise us on the latest research on human behavior, engagement and decision-making. We use non-cash rewards and recognition to engage and motivate employees and sales teams. Check out our case study library to see how our customized and results-driven solutions have helped clients all over the world.

According to behavioral economics professors Dr. Ran Kivetz and Dr. Itamar Simonson, a major reason individuals choose which incentive or loyalty program to join is based on whether or not they identify an idiosyncratic fit.

Idiosyncratic fit is the feeling that you enjoy a unique advantage in achieving a goal, making a sale, beating an opponent, or completing a task. If you are a sales executive, this is a secret weapon you need to know how to use. Every time a salesperson on your team is offered a new incentive or opportunity, they ask themselves two questions to determine if the opportunity “fits” them:

1. Do I believe I have an advantage over others in the program?

2. Are the rewards worth the effort?

When individual members of your team answer yes to these two questions they are most likely to join, and succeed, in a specific program. Convert unproductive behaviors to productive ones using the two questions above, you will move your middle performers in the right direction in as little as two months.

Failure to find this idiosyncratic fit results in reduced confidence and lack of engagement by your sales team. Managers who celebrate and reward only top performers will find themselves frustrated in their efforts and wondering why they
aren’t hitting their goals.

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Walter Ruckes

Walter Ruckes

Vice President of Sales and Channel Engagement

As Vice President of BI WORLDWIDE’s Sales & Channel Engagement Group, Walter Ruckes's primary focus is to develop sales and channel engagement strategies and solutions that change the behaviors of sales people, distributors, dealers and channel sales representatives. An expert in sales incentive strategy, he educates sales professionals around the world on how to best engage their sales force through sales engagement strategies, solutions and best practices.