{"id":1940,"date":"2024-06-07T11:37:29","date_gmt":"2024-06-07T01:37:29","guid":{"rendered":"https:\/\/www.biworldwide.com\/en-au\/?p=1940"},"modified":"2025-04-03T14:33:32","modified_gmt":"2025-04-03T03:33:32","slug":"idiosyncratic-fit","status":"publish","type":"post","link":"https:\/\/www.biworldwide.com\/en-au\/our-work\/blog\/idiosyncratic-fit\/","title":{"rendered":"Idiosyncratic Fit"},"content":{"rendered":"<div class=\" has-content-align-left has-overlay has-overlay--dark alignwide wp-block-biw-block-theme-hero\">\n\t<div class=\"biw-hero__grid\">\n\t\t\t\t\t<div class=\"biw-hero__breadcrumbs\">\n\t\t\t\t<div id=\"breadcrumbs\" class=\"breadcrumb-nav__wrapper\"><span class=\"breadcrumb-nav\"><span><a href=\"https:\/\/www.biworldwide.com\/en-au\/\">Home<\/a><\/span><\/span><\/div>\t\t\t<\/div>\n\t\t\n\t\t\t\t\t<div class=\"biw-hero__media has-dynamic-border-radius\">\n\t\t\t\t\t\t\t\t\t<div class=\"biw-hero__overlay overlay-dark\"><\/div>\n\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1800\" height=\"600\" src=\"https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/03\/Untitled-design-49.jpg\" class=\"biw-hero__bg-image\" alt=\"A brain is centered in the image, surrounded by colorful, swirling neon lines on the right. On the left, chalkboard-style mathematical formulas and geometric diagrams fill the space, creating a contrast between art and science.\" style=\"object-position: 71% 41%;\" srcset=\"https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/03\/Untitled-design-49.jpg 1800w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/03\/Untitled-design-49-300x100.jpg 300w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/03\/Untitled-design-49-1024x341.jpg 1024w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/03\/Untitled-design-49-768x256.jpg 768w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/03\/Untitled-design-49-1536x512.jpg 1536w\" sizes=\"auto, (max-width: 1800px) 100vw, 1800px\" \/>\t\t\t<\/div>\n\t\t\t\t<div class=\"biw-hero__content\">\n\t\t\t\t\t\t<h1 class=\"biw-hero__title\" style=\"line-height: 1.2\">\n\t\t\t\tIdiosyncratic Fit\t\t\t<\/h1>\n\t\t\t\t\t\t\t\t\t\t<div class=\"biw-hero__text\">\n\t\t\t\t\t\n\n<p>According to behavioural\u00a0research studies, a major reason individuals choose which incentive or loyalty programs\u00a0to\u00a0join is based on whether or not they identify an idiosyncratic fit.\u00a0<a href=\"https:\/\/www.biworldwide.com.au\/behavioural-economics\/Idiosyncratic-Fit\/#below-hero\"><\/a><\/p>\n\n\n\n<div class=\"wp-block-button is-style-fill\"><a class=\"wp-block-button__link wp-element-button\" href=\"#\">Let&#8217;s Talk<\/a><\/div>\n\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t<div class=\"biw-hero__experts\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"biw-hero__expert\">\n\t\t\t\t\t\t\tTom Nash\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"biw-hero__expert-title\">, Account Director, BI WORLDWIDE Australia<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<a href=\"#related-experts\" class=\"biw-hero__experts-link\">More about the author<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t<\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-group has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\">\n<p>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. Every time a salesperson on your team is offered a new incentive or opportunity, they ask themselves this:&nbsp;<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>Do I believe I have an advantage over others in the program?\u00a0<\/strong>\u00a0<\/li>\n\n\n\n<li><strong>Are the rewards worth the effort?<\/strong>\u00a0<\/li>\n<\/ol>\n\n\n\n<div class=\"wp-block-group alignfull  layout-columns-12 has-global-padding is-layout-constrained wp-container-core-group-is-layout-9e09659d wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-643ced6b wp-block-columns-is-layout-flex is-reversed-direction-on-mobile\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\" style=\"padding-right:0;padding-left:0\">\n<div data-animate=\"true\" data-animation-direction=\"left\" data-child-animation=\"none\" class=\"wp-block-group has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\">\n<div style=\"--image-aspect-ratio: 16\/9;--video-aspect-ratio: 16\/9;\" class=\"wp-block-biw-block-theme-video-block\"data-modal-id=\"modal-69f33ef728e3a\">\n\t<div class=\"video-block__content-wrapper\">\n\t\t<img loading=\"lazy\" decoding=\"async\" width=\"2263\" height=\"1219\" src=\"https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/03\/IF-Tom-Nash-Headsot.png\" class=\"video-block__image has-dynamic-border-radius\" alt=\"Man with curly hair in a white shirt stands against an orange background with a small logo at the bottom right. He looks forward and appears to be speaking or presenting.\" style=\"object-position:50% 50%;\" srcset=\"https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/03\/IF-Tom-Nash-Headsot.png 2263w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/03\/IF-Tom-Nash-Headsot-300x162.png 300w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/03\/IF-Tom-Nash-Headsot-1024x552.png 1024w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/03\/IF-Tom-Nash-Headsot-768x414.png 768w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/03\/IF-Tom-Nash-Headsot-1536x827.png 1536w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/03\/IF-Tom-Nash-Headsot-2048x1103.png 2048w\" sizes=\"auto, (max-width: 2263px) 100vw, 2263px\" \/>\t\t\t\t\t<button \n\t\t\t\tclass=\"video-block__play-button video-popup-trigger\" \n\t\t\t\taria-label=\"Play video\" \n\t\t\t\taria-haspopup=\"dialog\"\n\t\t\t\taria-controls=\"modal-69f33ef728e3a\"\n\t\t\t>\n\t\t\t<span class=\"button-icon\">\n\t\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"33\" height=\"32\" viewBox=\"0 0 33 32\" fill=\"none\">\n\t\t\t\t\t<path fill-rule=\"evenodd\" clip-rule=\"evenodd\" d=\"M26.2696 12.5534C28.8988 14.1 28.8988 17.9023 26.2696 19.4489L11.5291 28.1198C8.86252 29.6884 5.50098 27.7657 5.50098 24.6721L5.50098 7.33029C5.50098 4.23662 8.86253 2.314 11.5291 3.88255L26.2696 12.5534Z\" fill=\"white\"\/>\n\t\t\t\t\t<\/svg>\n\t\t\t\t<\/span>\n\t\t\t\t<span class=\"screen-reader-text\">Play video<\/span>\n\t\t\t<\/button>\n\t\t\t<\/div>\n<\/div>\n\n\t<dialog \n\t\tclass=\"video-block__dialog \"\n\t\t\t\t\tstyle=\"--video-aspect-ratio: 16\/9;\"\n\t\t\t\tid=\"modal-69f33ef728e3a\"\n\t\taria-labelledby=\"dialog-title-modal-69f33ef728e3a\"\n\t\taria-describedby=\"dialog-desc-modal-69f33ef728e3a\"\n\t>\n\t\t<div class=\"video-block__container\">\n\t\t\t<button \n\t\t\t\tclass=\"video-block__close\" \n\t\t\t\taria-label=\"Close video\"\n\t\t\t\ttype=\"button\"\n\t\t\t>\n\t\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"24\" height=\"24\" viewBox=\"0 0 24 24\" fill=\"none\">\n\t\t\t\t\t<path d=\"M18 7.05L16.95 6L12 10.95L7.05 6L6 7.05L10.95 12L6 16.95L7.05 18L12 13.05L16.95 18L18 16.95L13.05 12L18 7.05Z\" fill=\"currentColor\"\/>\n\t\t\t\t<\/svg>\n\t\t\t<span class=\"screen-reader-text\">Close video<\/span>\n\t\t<\/button>\n\t\t\t\t\t\t<div \n\t\t\t\tclass=\"video-block__content\"\n\t\t\t\tid=\"dialog-desc-modal-69f33ef728e3a\"\n\t\t\t\tdata-video-id=\"766372762\"\n\t\t\t\tdata-video-type=\"vimeo\"\n\t\t\t\tdata-autoplay=\"0\"\n\t\t\t\tdata-controls=\"1\"\n\t\t\t>\n\t\t\t\t<div id=\"videoPlayer\"><\/div>\n\t\t\t<\/div>\n\t\t<\/div>\n\t<\/dialog>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n\n\n\n<p>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 behaviours to productive ones using the two questions above, you will move your middle performers in the right direction. Failure to find this idiosyncratic fit results in reduced confidence and lack of engagement by your sales team.&nbsp;&nbsp;&nbsp;<\/p>\n\n\n\n<p>Here\u2019s an example: You announce an exciting new incentive for your team where the top salespeople earn an iPad. 80% of your sales reps don\u2019t pay attention because they don\u2019t have a chance to win. And 50% already have an iPad. No idiosyncratic fit. No behaviour change. No results.&nbsp;<\/p>\n\n\n\n<p>Ensuring this fit is more likely to maximise engagement and produce incremental performance (move the middle).&nbsp;<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" src=\"http:\/\/live-biw-main.pantheonsite.io\/wp-content\/uploads\/2025\/02\/move-the-middle-600.png\" alt=\"A graph shows cumulative performance in blue increasing over time, plateauing, then gradually declining. Incremental performance is indicated in orange, peaking mid-graph and tapering off symmetrically.\" class=\"wp-image-957\" \/><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\">Finding the fit&nbsp;<\/h2>\n\n\n\n<p>Conventional wisdom says that top performers are intrinsically motivated to perform, achieve and win. But translating that motivation into action doesn\u2019t happen magically. Somewhere along the way, top performers find their idiosyncratic fit. They quickly and naturally identify how they have the edge over their fellow salespeople \u2013 and the competition, but your middle to low performers, (the majority), just have a harder time translating their motivations into action. In other words, they need help finding their unique fit which can be achieved through effective program design, communications and rewards.&nbsp;&nbsp;<\/p>\n\n\n\n<p>Frame your conversations and discussions in a way that helps each individual identify the advantages they have to perform, achieve and win<em>.&nbsp;<\/em>&nbsp;<\/p>\n<\/div>\n\n\n\n<p><\/p>\n","protected":false},"excerpt":{"rendered":"<p>According to behavioural\u00a0research studies, a major reason individuals choose which incentive or loyalty programs\u00a0to\u00a0join is based on whether or not they identify an idiosyncratic fit.\u00a0<\/p>\n","protected":false},"author":27,"featured_media":1929,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"associated_experts":[{"id":407,"title":"Tom Nash","type":"industry-expert","slug":"tom-nash","industry_expert_title":"Account Director, BI WORLDWIDE Australia"}],"featured_image_focal_point":{"x":0.5,"y":0.5},"footnotes":""},"content-topic":[28,29],"problem-space":[],"class_list":["post-1940","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","content-topic-behavioural-economics","content-topic-behavioural-science"],"featured_media_global":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.2 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Idiosyncratic Fit - Australia<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.biworldwide.com\/en-au\/our-work\/blog\/idiosyncratic-fit\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Idiosyncratic Fit - Australia\" \/>\n<meta property=\"og:description\" content=\"According to behavioural\u00a0research studies, a major reason individuals choose which incentive or loyalty programs\u00a0to\u00a0join is based on whether or not they identify an idiosyncratic fit.\u00a0\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.biworldwide.com\/en-au\/our-work\/blog\/idiosyncratic-fit\/\" \/>\n<meta property=\"og:site_name\" content=\"Australia\" \/>\n<meta property=\"article:published_time\" content=\"2024-06-07T01:37:29+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-04-03T03:33:32+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/03\/Untitled-design-49.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1800\" \/>\n\t<meta property=\"og:image:height\" content=\"600\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"tmooney\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"tmooney\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.biworldwide.com\/en-au\/our-work\/blog\/idiosyncratic-fit\/\",\"url\":\"https:\/\/www.biworldwide.com\/en-au\/our-work\/blog\/idiosyncratic-fit\/\",\"name\":\"Idiosyncratic Fit - Australia\",\"isPartOf\":{\"@id\":\"https:\/\/www.biworldwide.com\/en-au\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.biworldwide.com\/en-au\/our-work\/blog\/idiosyncratic-fit\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.biworldwide.com\/en-au\/our-work\/blog\/idiosyncratic-fit\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/03\/Untitled-design-49.jpg\",\"datePublished\":\"2024-06-07T01:37:29+00:00\",\"dateModified\":\"2025-04-03T03:33:32+00:00\",\"author\":{\"@id\":\"https:\/\/www.biworldwide.com\/en-au\/#\/schema\/person\/ce59bb9b98e31f770290dd86b0605da2\"},\"breadcrumb\":{\"@id\":\"https:\/\/www.biworldwide.com\/en-au\/our-work\/blog\/idiosyncratic-fit\/#breadcrumb\"},\"inLanguage\":\"en-AU\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/www.biworldwide.com\/en-au\/our-work\/blog\/idiosyncratic-fit\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-AU\",\"@id\":\"https:\/\/www.biworldwide.com\/en-au\/our-work\/blog\/idiosyncratic-fit\/#primaryimage\",\"url\":\"https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/03\/Untitled-design-49.jpg\",\"contentUrl\":\"https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/03\/Untitled-design-49.jpg\",\"width\":1800,\"height\":600,\"caption\":\"A brain is centered in the image, surrounded by colorful, swirling neon lines on the right. 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