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Thought Leadership

  • Three colorful game pieces on a board with a target and numbered paths. Text reads: Competition helps turn sales kick off energy into measurable execution.

    Article

    Peer-based and team-based competition belongs in your sales kick off

    Sales kickoffs are great at creating energy. The real question is whether that energy turns into changed behavior once sellers leave the room.

  • A person points at an illuminated sales progress bar showing 20%, 40%, 60%, 80%, and 100% with the word GOAL. Text reads: Give the middle 60% of your sales performers a reason to stretch.

    Article

    Why sales contests fail

    Sales leaders have more ways than ever to motivate performance: compensation plans, SPIFFs, accelerators, recognition programs, contests, and more. Yet many organizations still struggle with a familiar problem: performance plateaus.

  • A 3D paper tree grows from an open book with dollar bills at the base; text reads, “Fair compensation and recognition together drive 10x higher engagement than having neither.”.

    Article

    Compensation and recognition for salespeople

    Cash motivates, but culture retains. Recognition, growth, and meaningful work transform a compensation plan into a commitment plan. To help sales leaders design the right mix, we use a 3×2 total rewards toolkit.

  • Smiling older woman with short gray hair and glasses looks at a letter while sitting at a table with a laptop. Text reads: Design Medicaid experiences that keep members coming back.

    Article

    Reimagining Medicaid engagement: motivation over messaging

    Most Medicaid strategies still hinge on outreach volume and care gap closure. But if the plan is “send more reminders,” you’re missing the real lever for outcomes: motivated members.

  • A pair of hands gently hold blue paper cutout figures of people. Text reads: The New Rules of Engagement. BI WORLDWIDEs global employee inspiration research report.

    Article

    The change imperative: How to lead through uncertainty with intention

    Managing change isn’t about avoiding discomfort; it’s about guiding people through it. When leaders address the “you go first” mentality with empathy, data, and clear communication, they build trust instead of fear. Change done well isn’t just a process; it’s a cultural advantage.

  • A pair of hands holds a group of blue human-shaped figures. Text beside them reads: The most expensive recognition program is the one that doesnt deliver business outcomes.

    Article

    Business outcomes: Recognition that delivers results

    When organizations recognize both performance and results, they don’t just build stronger teams. They build stronger businesses.

  • A person in a suit offers a stack of cash to another, who raises a hand to refuse. The text says, Cash wins preference. It doesn’t win performance.

    Article

    Why cash incentives underperform

    Cash—and cash equivalents like gift cards—are often treated as the obvious choice because they’re flexible, familiar, and easy to defend. But the job of an incentive reward is to change behavior, increase effort, and lift results, not win a preference poll.