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Case studies, webinars, and thought leadership

Measurable results stem from in-depth research, so we make our research content available for you to read as you please.

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  • A yellow lightbulb sketch next to the words: Companies that fuel idea volume outperform those waiting for the perfect idea, on an orange background.

    Article

    How volume fuels innovation

    Linus Pauling, the only person to win two unshared Nobel Prizes, was once asked how he generated so many breakthrough ideas. His answer was disarmingly simple: “The best way to have a good idea is to have a lot of ideas.”

  • Two people use chopsticks to eat from plates of food, with a quote in bold text: Food can be deeply personal because its meaning doesnt come from the food alone..

    Article

    Why food is a memorable reward

    The best food experiences don’t end when the meal is over. They stay with people in the stories they tell, the traditions they keep, and the moments they remember.

  • Two people work at computers. Overlaid text reads: AI can identify the opportunity. A personalized goal turns that insight into something an employee can act on..

    Article

    Why AI doesn’t guarantee better performance

    AI gives organizations more intelligence than they have ever had before. What people do with it is what determines the result.

  • A person raises clenched fists in front of bright lights. Text promotes a webinar: How to design sales incentives that actually change behavior, featuring Dr. Mike Ahearne from the University of Houston.

    Webinar

    How to design sales incentives that actually change behavior

    Watch this on-demand webinar to hear Dr. Mike Ahearne, one of the world’s leading experts on sales performance and compensation design, as he challenges thinking about incentives, contests, and spiffs and shows how leaders can design programs that motivate different segments of the sales force in different ways. You’ll learn how to:

  • A teal wooden figure stands out from a row of tan figures. Text reads: Top performers stand out in how they show up when it matters.

    Article

    A smarter way to hire top talent

    The stronger the alignment between capability and role requirements, the stronger the odds of performance. And when organizations understand why people succeed, they are better equipped to hire, develop, and retain the people who will move the business forward.

  • Text reads: Sales teams need more than appreciation to drive measurable results. Black arrows on white hexagons point right; one red hexagon points up, emphasizing growth. Blue background.

    Article

    Why sales teams need a different approach to rewards and recognition

    Rewards and recognition for sales teams need to do something different than a traditional all-employee recognition program.

  • 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.

  • A promotional graphic for a webinar titled Why doubling commissions doesn’t double sales – The blind spot in your incentive strategy. It features a smiling man sitting and a pink piggy bank tipped over. Dr. Brad Shuck is listed as the speaker.

    Webinar

    Why doubling commissions doesn’t double sales

    Watch this webinar to hear Dr. Brad Shuck, University of Louisville professor and globally recognized expert in employee engagement, as he shares evidence-based strategies to unlock smarter, more effective performance across your workforce.