{"id":10095,"date":"2026-06-23T13:08:46","date_gmt":"2026-06-23T12:08:46","guid":{"rendered":"https:\/\/www.biworldwide.com\/uk\/?post_type=insights-lab&p=10095"},"modified":"2026-06-23T13:08:48","modified_gmt":"2026-06-23T12:08:48","slug":"decoding-sales-team-motivation","status":"publish","type":"insights-lab","link":"https:\/\/www.biworldwide.com\/uk\/our-work\/insights-lab\/decoding-sales-team-motivation\/","title":{"rendered":"Decoding sales team motivation"},"content":{"rendered":"
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\n\t\t\t\tDecoding sales team motivation\t\t\t<\/h1>\n\t\t\t\t\t\t\t

\n\t\t\t\t\tActionable insights for sales leaders looking to drive real performance\t\t\t\t<\/h2>\n\t\t\t\t\t\t\t\t\t\t
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There\u2019s a hidden motivation gap impacting sales performance, trust, and results. Based on new research into sales motivation, our new playbook reveals what really drives your teams, and how to close the gap.<\/p>\n\n\n\n

Download the playbook<\/a><\/div>\n\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t<\/div>\n<\/div>\n\n\n\n
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The motivation gap is costing you performance<\/h2>\n\n\n\n

Most sales incentive strategies are built on assumptions. But the data tells a different story:<\/p>\n\n\n\n

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23%<\/h3>\n\n\n\n

Only 23% of salespeople<\/strong> strongly agree their incentives are fair<\/p>\n<\/div>\n\n\n\n

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<25%<\/h3>\n\n\n\n

Less than a quarter align with leadership on what motivates them<\/p>\n<\/div>\n\n\n\n

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+30%<\/h3>\n\n\n\n

Over 30% of teams disagree<\/strong> that incentives work the way leaders expect<\/p>\n<\/div>\n<\/div>\n\n\n\n

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Result?<\/strong> Misaligned behaviours. Reduced trust. Missed targets.<\/p>\n<\/div>\n\n\n\n

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If this sounds familiar, you\u2019re not alone<\/h3>\n\n\n\n
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  • You\u2019re investing heavily in incentives but not seeing consistent results<\/li>\n\n\n\n
  • Your team isn\u2019t engaging the way you expected<\/li>\n\n\n\n
  • Top performers are motivated, but others are falling behind<\/li>\n\n\n\n
  • You\u2019re unsure if your reward structure is truly fair or effective<\/li>\n<\/ul>\n\n\n\n

    The truth:<\/strong> If your incentives are built on the wrong assumptions, you\u2019ll get the wrong results.<\/p>\n\n\n\n

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    Better incentives start with better design<\/h3>\n\n\n\n
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    This playbook shows you how to design incentive programmes based on what actually drives your sales team, not guesswork.<\/p>\n\n\n\n

    Inside the playbook, you\u2019ll discover:<\/strong><\/p>\n\n\n\n

    \u2714 The real motivators behind sales performance
    \u2714 Why you should design incentives aligned to behaviour, not assumptions
    \u2714 How to align rewards with behaviours that drive results
    \u2714 8 practical ways improve incentive effectiveness
    \u2714 How to build fairness and trust into your incentive design<\/p>\n<\/div>\n\n\n\n

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    Download the playbook<\/h3>\n\n\n