* indicates required fields

Sales team motivation

  • Two people stand at a table with a laptop displaying graphs. Papers with sketches and a calculator are on the table. One person is holding a notebook, and the other a coffee cup. The left side of the image features a yellow geometric shape.

    Case Study

    Proving the power of non-cash rewards

    An insurance company wanted to test whether cash or points incentives were more effective than offering no incentive.

  • 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

    Align, learn, compete

    Sales associates struggled to adopt a new product and needed clearer understanding of its purpose, components, target audience, and how to sell it. Leadership also needed stronger field alignment and a way to drive consistent steps‑to‑the‑sale behaviors.

  • A person in a yellow sweater is writing on a financial report with charts and graphs, using a pen. Their other hand is on a laptop keyboard. The background is blurred.

    Case Study

    High goal selectors, high performance

    Commercial truck dealership reps were challenged to grow warranty sales over prior‑year performance.

  • Two people stand at a table with a laptop displaying graphs. Papers with sketches and a calculator are on the table. One person is holding a notebook, and the other a coffee cup. The left side of the image features a yellow geometric shape.

    Case Study

    Driving record tire sales in eight weeks

    A national retailer aimed to grow tire sales during an eight‑week seasonal push, motivating associates to sell more than their established baselines.

  • 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

    Driving digital adoption across the dealer network

    A truck manufacturer needed to accelerate dealer adoption of a new eCommerce ordering system to improve efficiency and tracking. Identifying the right influencers across a complex dealer structure was critical.

  • 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

    Transitioning rep rewards

    Dealer sales reps needed to increase RV sales over the prior year. Incentives included points for goal attainment, first sale bonuses and model‑specific bonuses. The customer also paid cash spiffs during a transition from cash to points.

  • A person in a yellow sweater is writing on a financial report with charts and graphs, using a pen. Their other hand is on a laptop keyboard. The background is blurred.

    Case Study

    The fast track to driving sales

    A luxury automotive manufacturer spent millions annually on cash incentives to drive Certified Pre‑Owned (CPO) vehicle sales. Despite the investment, the company lacked visibility into engagement, behavior change, and ROI, and sales performance showed minimal improvement.

  • 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.

  • A blurred audience faces a screen displaying a bar graph, with text overlay: Sales kick offs done right deliver 3.2x the investment.

    Article

    Is your annual SKO your launchpad…or a liability?

    Every year, thousands of companies spend millions of dollars bringing their sales teams together for the annual sales kick off (SKO). And they do it for one simple reason: your competition is trying to take your business every single day.