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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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  • 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.

  • 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.

  • 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

    Inside the patient journey

    A pharmaceutical company needed to quickly educate its field sales team on a new disease state ahead of an upcoming sales meeting. The goal was to deepen understanding of the patient experience—beyond physical symptoms—so reps could better engage healthcare providers around unmet needs and treatment limitations.

  • 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

    Dialing up success

    A large telecommunications client aimed to boost sales of their highest margin product within their call center audience. We designed a three-month travel-themed incentive, awarding game plays and drawing entries for meeting weekly targets. The program included personalized animations and daily scorecards. Discover how this strategy led to impressive productivity improvements and revenue growth in our case study.

  • 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

    Luxury with wild abandon

    An automotive company wanted to reward and inspire the top sales performers with an extraordinary, once-in-a-lifetime adventure that combines luxury, excitement, and a deep connection to the company’s brand, all set against the breathtaking backdrop of Jackson Hole, WY.