{"id":789,"date":"2025-03-24T21:22:32","date_gmt":"2025-03-25T03:22:32","guid":{"rendered":"https:\/\/www.biworldwide.com\/en-latam\/?p=789"},"modified":"2025-03-24T21:22:57","modified_gmt":"2025-03-25T03:22:57","slug":"ideas-to-get-the-best-performance","status":"publish","type":"post","link":"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/ideas-to-get-the-best-performance\/","title":{"rendered":"5 ideas to get the best performance from your sales team"},"content":{"rendered":"<div class=\" has-content-align-center 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-latam\/\">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 decoding=\"async\" src=\"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/02\/5-ideas-to-get-the-best-performance-from-your-sales-team-11.23-1728x600px.jpg\" alt=\"Five vintage Edison light bulbs with different filament designs hang against a black background, glowing warmly. The bulbs, evenly spaced, cast a subtle light, showcasing intricate filament patterns inside each bulb.\" class=\"biw-hero__bg-image\" style=\"object-position: 50% 50%;\">\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\t5 ideas to get the best performance from your sales team\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>As sales leaders, you are always looking for ways to get the best performance out of your teams. Sometimes that involves changing their mindset and behaviors. Understanding that 77% of our decisions are driven by emotion and not reason will help change behaviors and drive results. Here are five proven ideas to improve sales team performance.<br><a href=\"https:\/\/www.biworldwide.com\/research-materials\/blog\/5-ideas-to-get-the-best-performance-from-your-sales-team\/#below-hero\"><\/a><\/p>\n\n\t\t\t\t<\/div>\n\t\t\t\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 class=\"has-xxxl-font-size\"><strong>&#8211; 1 &#8211;<\/strong><\/p>\n\n\n\n<p>Design your incentive programs based on the behavioral economics principle of&nbsp;<strong>Prospect Theory<\/strong>. If you give a person two equal choices \u2013 one telling them how much they will gain and the other telling them how much they will lose \u2013 they will choose the winning option, even though it\u2019s the same.&nbsp;<strong>Focus on the positive<\/strong>&nbsp;(carrot),&nbsp;<strong>not the negative<\/strong>&nbsp;(stick).<\/p>\n\n\n\n<p class=\"has-xxxl-font-size\"><strong>&#8211; 2 &#8211;<\/strong><\/p>\n\n\n\n<p><strong>Offer hedonic awards.<\/strong>&nbsp;People love emotional and pleasurable things more than they love cash rewards. Rewards such as travel, merchandise and experiences make people feel good about what they\u2019ve accomplished and have higher efficacy.<\/p>\n\n\n\n<p class=\"has-xxxl-font-size\"><strong>&#8211; 3 &#8211;<\/strong><\/p>\n\n\n\n<p><strong>Keep it simple.<\/strong>&nbsp;Running too many incentive programs at once can lead to&nbsp;<strong>Tyranny of Choice<\/strong>&nbsp;\u2013 people are overwhelmed and frustrated by too many choices.<\/p>\n\n\n\n<p class=\"has-xxxl-font-size\"><strong>&#8211; 4 &#8211;<\/strong><\/p>\n\n\n\n<p>Ensure a&nbsp;<strong>mix of program structures<\/strong>&nbsp;throughout the year. Many times, incentive programs are ideal for middle performers to help them set goals and stay focused. A mix of program structures will maximize engagement, minimize program overlap and move the middle.<\/p>\n\n\n\n<p class=\"has-xxxl-font-size\"><strong>&#8211; 5 &#8211;<\/strong><\/p>\n\n\n\n<p>Focus on your&nbsp;<strong>business objectives and\/or performance issues.<\/strong>&nbsp;When you can define the objectives or issues you are looking to solve for, you\u2019ll be able to design a program that will influence the desired behavior change from your team.<\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\" \/>\n\n\n\n<p>Now that you know about these five ways to change behaviors, you\u2019ll need to budget for the incentive programs you will be creating. Incentive program payouts need to be budgeted at levels that are sufficient to grab participants\u2019 attention and achieve your program objectives while also generating an acceptable ROI. Here are some guidelines to help.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>3-5% of total sales revenue<\/li>\n\n\n\n<li>5-10% of incremental sales revenue<\/li>\n\n\n\n<li>15-20% of incremental profit<\/li>\n<\/ul>\n\n\n\n<p>You\u2019ll also need to consider that each program has additional elements beyond the actual rewards such as communications and training. Make sure to make a list of these elements to determine roughly how much of the overall budget should go to each element.<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" src=\"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/01\/ESadnick-5-Ideas-graph-600px.png\" alt=\"Pie chart showing budget distribution: Communications 1-5% (orange), Administration 4-15% (yellow), Training 0-5% (light orange), Rewards 80-95% (green).\" class=\"wp-image-961\" \/><\/figure>\n\n\n\n<p>It\u2019s also important to note that these percentages are approximate and will vary based on the programs being designed. Non-reward percentages may be significantly higher for programs with very small budgets and\/or small audience sizes.<\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\" \/>\n\n\n\n<p class=\"has-xl-font-size\"><strong>Getting the best performance from your teams doesn\u2019t have to be a struggle. Use these behavioral economics principles to change mindsets, and you\u2019re sure to reap the rewards.<\/strong><\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\" \/>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>&#8211; 1 &#8211; Design your incentive programs based on the behavioral economics principle of&nbsp;Prospect Theory. If you give a person two equal choices \u2013 one telling them how much they will gain and the other telling them how much they will lose \u2013 they will choose the winning option, even though it\u2019s the same.&nbsp;Focus on [&hellip;]<\/p>\n","protected":false},"author":58,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"associated_experts":[],"featured_image_focal_point":{"x":0.5,"y":0.5},"footnotes":""},"content-topic":[],"problem-space":[],"class_list":["post-789","post","type-post","status-publish","format-standard","hentry"],"featured_media_global":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.2 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>5 ideas to get the best performance from your sales team - Latin America (English)<\/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-latam\/our-work\/blog\/ideas-to-get-the-best-performance\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"5 ideas to get the best performance from your sales team - Latin America (English)\" \/>\n<meta property=\"og:description\" content=\"&#8211; 1 &#8211; Design your incentive programs based on the behavioral economics principle of&nbsp;Prospect Theory. If you give a person two equal choices \u2013 one telling them how much they will gain and the other telling them how much they will lose \u2013 they will choose the winning option, even though it\u2019s the same.&nbsp;Focus on [&hellip;]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/ideas-to-get-the-best-performance\/\" \/>\n<meta property=\"og:site_name\" content=\"Latin America (English)\" \/>\n<meta property=\"article:published_time\" content=\"2025-03-25T03:22:32+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-03-25T03:22:57+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/01\/ESadnick-5-Ideas-graph-600px.png\" \/>\n<meta name=\"author\" content=\"pbeltran\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"pbeltran\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/ideas-to-get-the-best-performance\/\",\"url\":\"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/ideas-to-get-the-best-performance\/\",\"name\":\"5 ideas to get the best performance from your sales team - Latin America (English)\",\"isPartOf\":{\"@id\":\"https:\/\/www.biworldwide.com\/en-latam\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/ideas-to-get-the-best-performance\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/ideas-to-get-the-best-performance\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/01\/ESadnick-5-Ideas-graph-600px.png\",\"datePublished\":\"2025-03-25T03:22:32+00:00\",\"dateModified\":\"2025-03-25T03:22:57+00:00\",\"author\":{\"@id\":\"https:\/\/www.biworldwide.com\/en-latam\/#\/schema\/person\/4ef332bc5aac1b2a771c9bcb174e0bd4\"},\"breadcrumb\":{\"@id\":\"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/ideas-to-get-the-best-performance\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/ideas-to-get-the-best-performance\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/ideas-to-get-the-best-performance\/#primaryimage\",\"url\":\"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/01\/ESadnick-5-Ideas-graph-600px.png\",\"contentUrl\":\"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/01\/ESadnick-5-Ideas-graph-600px.png\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/ideas-to-get-the-best-performance\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/www.biworldwide.com\/en-latam\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"5 ideas to get the best performance from your sales team\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/www.biworldwide.com\/en-latam\/#website\",\"url\":\"https:\/\/www.biworldwide.com\/en-latam\/\",\"name\":\"Latin America (English)\",\"description\":\"\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/www.biworldwide.com\/en-latam\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/www.biworldwide.com\/en-latam\/#\/schema\/person\/4ef332bc5aac1b2a771c9bcb174e0bd4\",\"name\":\"pbeltran\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.biworldwide.com\/en-latam\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/b6a434886a848f5dc2ef5a2771d4bc39646bf5a8b961b550fc78453c11d20183?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/b6a434886a848f5dc2ef5a2771d4bc39646bf5a8b961b550fc78453c11d20183?s=96&d=mm&r=g\",\"caption\":\"pbeltran\"},\"url\":\"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/author\/pbeltran\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"5 ideas to get the best performance from your sales team - Latin America (English)","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/ideas-to-get-the-best-performance\/","og_locale":"en_US","og_type":"article","og_title":"5 ideas to get the best performance from your sales team - Latin America (English)","og_description":"&#8211; 1 &#8211; Design your incentive programs based on the behavioral economics principle of&nbsp;Prospect Theory. If you give a person two equal choices \u2013 one telling them how much they will gain and the other telling them how much they will lose \u2013 they will choose the winning option, even though it\u2019s the same.&nbsp;Focus on [&hellip;]","og_url":"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/ideas-to-get-the-best-performance\/","og_site_name":"Latin America (English)","article_published_time":"2025-03-25T03:22:32+00:00","article_modified_time":"2025-03-25T03:22:57+00:00","og_image":[{"url":"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/01\/ESadnick-5-Ideas-graph-600px.png","type":"","width":"","height":""}],"author":"pbeltran","twitter_card":"summary_large_image","twitter_misc":{"Written by":"pbeltran","Est. reading time":"3 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/ideas-to-get-the-best-performance\/","url":"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/ideas-to-get-the-best-performance\/","name":"5 ideas to get the best performance from your sales team - Latin America (English)","isPartOf":{"@id":"https:\/\/www.biworldwide.com\/en-latam\/#website"},"primaryImageOfPage":{"@id":"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/ideas-to-get-the-best-performance\/#primaryimage"},"image":{"@id":"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/ideas-to-get-the-best-performance\/#primaryimage"},"thumbnailUrl":"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/01\/ESadnick-5-Ideas-graph-600px.png","datePublished":"2025-03-25T03:22:32+00:00","dateModified":"2025-03-25T03:22:57+00:00","author":{"@id":"https:\/\/www.biworldwide.com\/en-latam\/#\/schema\/person\/4ef332bc5aac1b2a771c9bcb174e0bd4"},"breadcrumb":{"@id":"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/ideas-to-get-the-best-performance\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/ideas-to-get-the-best-performance\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/ideas-to-get-the-best-performance\/#primaryimage","url":"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/01\/ESadnick-5-Ideas-graph-600px.png","contentUrl":"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/01\/ESadnick-5-Ideas-graph-600px.png"},{"@type":"BreadcrumbList","@id":"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/ideas-to-get-the-best-performance\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/www.biworldwide.com\/en-latam\/"},{"@type":"ListItem","position":2,"name":"5 ideas to get the best performance from your sales team"}]},{"@type":"WebSite","@id":"https:\/\/www.biworldwide.com\/en-latam\/#website","url":"https:\/\/www.biworldwide.com\/en-latam\/","name":"Latin America (English)","description":"","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.biworldwide.com\/en-latam\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/www.biworldwide.com\/en-latam\/#\/schema\/person\/4ef332bc5aac1b2a771c9bcb174e0bd4","name":"pbeltran","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.biworldwide.com\/en-latam\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/b6a434886a848f5dc2ef5a2771d4bc39646bf5a8b961b550fc78453c11d20183?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/b6a434886a848f5dc2ef5a2771d4bc39646bf5a8b961b550fc78453c11d20183?s=96&d=mm&r=g","caption":"pbeltran"},"url":"https:\/\/www.biworldwide.com\/en-latam\/our-work\/blog\/author\/pbeltran\/"}]}},"_links":{"self":[{"href":"https:\/\/www.biworldwide.com\/en-latam\/wp-json\/wp\/v2\/posts\/789","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.biworldwide.com\/en-latam\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.biworldwide.com\/en-latam\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.biworldwide.com\/en-latam\/wp-json\/wp\/v2\/users\/58"}],"replies":[{"embeddable":true,"href":"https:\/\/www.biworldwide.com\/en-latam\/wp-json\/wp\/v2\/comments?post=789"}],"version-history":[{"count":1,"href":"https:\/\/www.biworldwide.com\/en-latam\/wp-json\/wp\/v2\/posts\/789\/revisions"}],"predecessor-version":[{"id":790,"href":"https:\/\/www.biworldwide.com\/en-latam\/wp-json\/wp\/v2\/posts\/789\/revisions\/790"}],"wp:attachment":[{"href":"https:\/\/www.biworldwide.com\/en-latam\/wp-json\/wp\/v2\/media?parent=789"}],"wp:term":[{"taxonomy":"content-topic","embeddable":true,"href":"https:\/\/www.biworldwide.com\/en-latam\/wp-json\/wp\/v2\/content-topic?post=789"},{"taxonomy":"problem-space","embeddable":true,"href":"https:\/\/www.biworldwide.com\/en-latam\/wp-json\/wp\/v2\/problem-space?post=789"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}