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Sales team motivation

  • Close-up of hands holding pens over financial documents with charts and graphs. A calculator is on the table. The scene suggests a collaborative business or financial planning meeting.

    Case Study

    Optimizing sales contests & SPIFFs for maximum impact

    A leading biopharmaceutical company questioned the effectiveness of their sales contests and SPIFF programs. Our Decision Sciences team analyzed their data, uncovering key insights that led to a smarter approach to sales motivation. Discover how data-backed strategies transformed their incentive programs and drove sales success.

  • A person holding a document with colorful diagrams, while sitting indoors. The image has orange and yellow geometric overlays, and the focus is on the paper, with the persons face blurred in the background.

    Case Study

    Travel, teamwork, triumph

    A pharmaceutical company revamped their recognition program by introducing incentive travel awards, allowing teams to choose their destinations and travel dates. This hands-off, turnkey solution included personalized service and team-building activities. The top 20% of districts qualified for the award, contributing to a 20% increase in revenue growth. Discover how small team travel became the company standard for recognizing top performers in our case study.

  • A person holding a document with colorful diagrams, while sitting indoors. The image has orange and yellow geometric overlays, and the focus is on the paper, with the persons face blurred in the background.

    Case Study

    A rise in employee engagement

    A major cruise line aimed to boost employee engagement, retention, and sales performance. We implemented a gamification strategy, creating missions to drive performance and retention. Discover how this approach led to impressive engagement and revenue growth in our case study.

  • Promotional image for a webinar titled The Rise of Gamification: Enhancing Performance and Business Results. Features a cruise ship and headshots of four speakers: Sally-Anne Beasley, Ryan Ashley, Derrek Helmin, and Leah Wash, with their titles.

    Webinar

    WEBINAR: The rise of gamification

    Keeping call center employees focused on key business metrics and critical customer solutions can be challenging. Employees may often lack sales confidence or visibility into company goals, while others struggle staying motivated to hit their metrics.

  • 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.