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Thought Leadership

  • Black background with a quote in white and yellow text: 77% of our decisions are based on emotions rather than reason. It’s important to keep that in mind when creating an incentive program designed to change behaviors. Five hanging lightbulbs.

    Article

    5 ideas to get the best performance from your sales team

    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.

  • An open book on top of a stack of closed books with a wooden background. Text reads: motivation, noun, 1. The general desire or willingness of someone to do something.

    Article

    5 ways to inspire sales motivation

    Motivation is sometimes defined as the general desire or willingness of someone to do something. For some people, motivation comes naturally; it’s intrinsic. For others, it’s extrinsic; they need a little help.

  • A person wearing glasses and a suit jacket smiles while gesturing. Text on a purple background reads, To differentiate your brand in a competitive talent market, look no further than incentive compensation.

    Article

    How to create a competitive advantage with incentive compensation

    Incentive compensation can help you build your brand, differentiate in a competitive talent market and, in doing so, increase your chances of success in the market.

  • A blue gift box with a white ribbon is placed against a blue background. The quote reads: Tangible non-cash plans are more than worth the expense because they capitalize on our human tendency to employ mental buckets. - George John, Ph.D., University of Minnesota.

    Article

    Is cash king?

    About 50 years of studies have shown if you ask a sales person how they would like to be rewarded for performance the answer is almost always “cash.” But is cash the most effective sales performance incentive? Learn what University of Minnesota researchers found when they pitted cash versus non-cash rewards in a $700 million business segment.

  • Woman working at a computer in an office setting. Text on the image reads, How do you make sure youre getting what you need out of the SPIFs you run?.

    Article

    11 keys to running successful sales incentives or “SPIFs”

    SPIFs, or special incentive promotions, can effectively drive immediate results. How do you make sure you’re getting what you need out of the SPIFs you run? Let’s take a closer look at what goes into them – and what you may need to think twice about.

  • Blurred image of people walking in a busy city at night with bright lights. A green text overlay on the left reads: Companies who haven’t refreshed their rewards strategy are likely to see it’s become part of the background noise.

    Article

    Take a chance on changing your employee rewards strategy

    When looking at behavior and results-based recognition in your organization, partial reinforcement and probabilistic rewards are some of the most effective tools available for cutting through the static. Variable structures can be just the layer your reward strategy needs to recapture employees’ attention.

  • Abstract green and red circular design on black background. Quote in yellow and white text: Organizations must recognize that simply including game mechanics is not enough to realize the core benefits of gamification. - Gartner, Hype Cycle.

    Article

    There is no gamification without goals

    Every gamification program is unique but all gamification programs exist to motivate the people participating to increase adoption, engagement and retention. Having goals at the center of the gamification journey allows participants to clearly understand the objective of the program and for organizations to measure the effectiveness of the audience’s efforts.