{"id":9573,"date":"2026-03-27T10:52:08","date_gmt":"2026-03-27T10:52:08","guid":{"rendered":"https:\/\/www.biworldwide.com\/uk\/?p=9573"},"modified":"2026-03-27T10:52:09","modified_gmt":"2026-03-27T10:52:09","slug":"is-tmi-syndrome-disengaging-your-sales-force","status":"publish","type":"post","link":"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/is-tmi-syndrome-disengaging-your-sales-force\/","title":{"rendered":"Is TMI Syndrome disengaging your sales force?"},"content":{"rendered":"<div class=\" has-content-align-left has-overlay has-overlay--dark alignfull wp-block-biw-block-theme-hero\">\n\t<div class=\"biw-hero__grid\">\n\t\t\t\t\t<div class=\"biw-hero__breadcrumbs\">\n\t\t\t\t<div id=\"breadcrumbs\" class=\"breadcrumb-nav__wrapper\"><span class=\"breadcrumb-nav\"><span><a href=\"https:\/\/www.biworldwide.com\/uk\/\">Home<\/a><\/span><\/span><\/div>\t\t\t<\/div>\n\t\t\n\t\t\t\t\t<div class=\"biw-hero__media \">\n\t\t\t\t\t\t\t\t\t<div class=\"biw-hero__overlay overlay-dark\"><\/div>\n\t\t\t\t\t\t\t\t<img decoding=\"async\" src=\"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2026\/03\/Web-hero-Communication-breakdown-1728-600px-2026.jpg\" alt=\"A black coffee cup sits on a wooden table next to a laptop in a cozy, warmly lit indoor setting with blurred lights and greenery in the background.\" class=\"biw-hero__bg-image\" style=\"object-position: 71% 41%;\">\t\t\t<\/div>\n\t\t\t\t<div class=\"biw-hero__content\">\n\t\t\t\t\t\t<h1 class=\"biw-hero__title\" style=\"line-height: 1.2\">\n\t\t\t\tCommunication Breakdown\t\t\t<\/h1>\n\t\t\t\t\t\t\t<h2 class=\"biw-hero__subtitle\">\n\t\t\t\t\tIs &#8220;TMI Syndrome&#8221; disengaging your sales force?\t\t\t\t<\/h2>\n\t\t\t\t\t\t\t\t\t\t<div class=\"biw-hero__text\">\n\t\t\t\t\t\n\n<p>Information is power until it isn\u2019t. For many sales organisations, communication has become a flood. Too much, too scattered, too impersonal. <a href=\"https:\/\/www.biworldwide.com\/uk\/the-new-rules-of-engagement\/\">Our global research<\/a> shows that\u00a0<strong>\u201cTMI Syndrome\u201d<\/strong>\u00a0(too much information) is one of the biggest engagement killers in sales today.<\/p>\n\n\n\n<div class=\"wp-block-button is-style-fill\"><a aria-controls=\"modal-header-lead-gen\" role=\"button\" class=\"wp-block-button__link wp-element-button modal-trigger core-button-trigger\" href=\"#\">Let&#8217;s Talk<\/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<div class=\"wp-block-group alignwide has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\">\n<p>Below are the six most common communication challenges identified by our panel, paired with proven strategies to solve them.<\/p>\n\n\n<div class=\" has-dynamic-border-radius has-image-size-cover has-image-radius-none is-style-vertical-no-image wp-block-biw-block-theme-biw-card\">\n\t\t<div class=\"biw-card__content\">\n\t\t<h3 class=\"biw-card__title\">\n\t\t\t\t\t\t\t1. Misaligned strategy and priorities\t\t\t\t\t<\/h3>\n\t\t<div class=\"biw-card__text\">\n\n<p>When sales teams don\u2019t understand the bigger picture, engagement crumbles. Employees who believe leadership has a compelling vision are<strong> 13.2x<\/strong> more likely to be highly engaged. Yet <strong>70%<\/strong> of sales employees say they receive conflicting messages from their employer.<\/p>\n\n\n\n<p><strong>Fix it: Align every communication to clear goals.<\/strong><\/p>\n\n\n\n<p>Employees who say leadership communicates clearly and concisely are 9.6x more likely to be engaged. Use personalised, data-driven scorecards to track goal progress and tie communications directly to performance.<\/p>\n\n<\/div>\n\t<\/div>\n\t<\/div>\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\" \/>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-action-dark-color has-text-color has-link-color has-xl-font-size wp-elements-30355d70661a4d360d0c5535e4bf5092\"><strong>\u201cWe recommend implementing personalised, visual, and data-driven scorecards that are updated bi-weekly or monthly. This provides tangible evidence of progress which fuels motivation. When paired with targeted nudge content, they sustain engagement and reinforce behaviours that drive results.\u201d<\/strong><\/p>\n\n\n\n<p class=\"has-text-align-right has-large-font-size\">&#8211; Matt Givand, VP of Communications, BI WORLDWIDE<\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\" \/>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\" has-dynamic-border-radius has-image-size-cover has-image-radius-none is-style-vertical-no-image wp-block-biw-block-theme-biw-card\">\n\t\t<div class=\"biw-card__content\">\n\t\t<h3 class=\"biw-card__title\">\n\t\t\t\t\t\t\t2. Information overload or underload\t\t\t\t\t<\/h3>\n\t\t<div class=\"biw-card__text\">\n\n<p><strong>26%<\/strong> of salespeople say they receive communication too frequently, while others say they receive none at all. <strong>63%<\/strong> report feeling overwhelmed by information, higher than the <strong>58%<\/strong> reported by non-sales employees.<\/p>\n\n\n\n<p><strong>Fix it: Cut the clutter.<\/strong><\/p>\n\n\n\n<p>Streamline communications through curated enablement platforms and brief, purposeful updates. Meet salespeople where they already are in the tools and channels they actually use.<\/p>\n\n<\/div>\n\t<\/div>\n\t<\/div>\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\" \/>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-action-dark-color has-text-color has-link-color has-xl-font-size wp-elements-0c818b5242bf57f586892fcaca887ee9\"><strong>\u201cWhen we aligned communications with existing channels for a large commercial sales organisation, participation skyrocketed.\u201d<\/strong><\/p>\n\n\n\n<p class=\"has-text-align-right has-large-font-size\">&#8211; BI WORLDWIDE + ProHabits Partnership<\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\" \/>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\" has-dynamic-border-radius has-image-size-cover has-image-radius-none is-style-vertical-no-image wp-block-biw-block-theme-biw-card\">\n\t\t<div class=\"biw-card__content\">\n\t\t<h3 class=\"biw-card__title\">\n\t\t\t\t\t\t\t3. Lack of feedback loops\t\t\t\t\t<\/h3>\n\t\t<div class=\"biw-card__text\">\n\n<p>Top-down communication is a one-way street, and it kills engagement. Employees who feel their ideas are taken seriously are:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>11.5x<\/strong> more likely to be highly engaged.<\/li>\n\n\n\n<li><strong>7.4x<\/strong> more likely to be committed.<\/li>\n\n\n\n<li><strong>10.7x<\/strong> more likely to be inspired.<\/li>\n<\/ul>\n\n\n\n<p>Yet 40% of sales employees say leaders don&#8217;t understand the typical employee.<\/p>\n\n\n\n<p><strong>Fix it: Build structured feedback systems like listening sessions, pulse surveys, and CRM insight reviews.<\/strong><\/p>\n\n<\/div>\n\t<\/div>\n\t<\/div>\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\" \/>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-action-dark-color has-text-color has-link-color has-xl-font-size wp-elements-6be5df9b8f7bd29629f03331762e8cbf\"><strong>\u201cAn intentional employee listening strategy helps you confirm or dispel what you thought you knew, leveraging actionable data to drive improvement.\u201d<\/strong><\/p>\n\n\n\n<p class=\"has-text-align-right has-large-font-size\">&#8211; Quantum Workplace<sup>ii<\/sup><\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\" \/>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p><strong>And remember:<\/strong> when managers provide honest, constructive feedback, employees are 9.1x more likely to be highly engaged and 9x more likely to be inspired.<\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\" has-dynamic-border-radius has-image-size-cover has-image-radius-none is-style-vertical-no-image wp-block-biw-block-theme-biw-card\">\n\t\t<div class=\"biw-card__content\">\n\t\t<h3 class=\"biw-card__title\">\n\t\t\t\t\t\t\t4. Inconsistent messaging across teams\t\t\t\t\t<\/h3>\n\t\t<div class=\"biw-card__text\">\n\n<p>When teams interpret leadership messages differently, culture fractures. Employees who experience strong teamwork are:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>10x more likely to be engaged.<\/li>\n\n\n\n<li>8.9x more likely to be inspired.<\/li>\n<\/ul>\n\n\n\n<p><strong>Fix it: Standardise internal playbooks and communication guidelines.<\/strong><\/p>\n\n\n\n<p>Consistent, repeatable messaging across all channels ensures teams tell the same story to customers and to each other.<\/p>\n\n<\/div>\n\t<\/div>\n\t<\/div>\n\n<div class=\" has-dynamic-border-radius has-image-size-cover has-image-radius-none is-style-vertical-no-image wp-block-biw-block-theme-biw-card\">\n\t\t<div class=\"biw-card__content\">\n\t\t<h3 class=\"biw-card__title\">\n\t\t\t\t\t\t\t5. Emotional disconnect\t\t\t\t\t<\/h3>\n\t\t<div class=\"biw-card__text\">\n\n<p>Sales is a pressure cooker. When leadership communication feels cold or corporate, it erodes trust. Employees who trust leadership are 11.9x more likely to be engaged and 10.9x more likely to be inspired.<\/p>\n\n\n\n<p><strong>Fix it: Lead with authenticity.<\/strong><\/p>\n\n\n\n<p>Empathetic, transparent communication builds trust, especially in tough times. When employees hear honesty from leaders, they\u2019re <strong>8.3x<\/strong> more likely to feel inspired.<\/p>\n\n\n\n<p>And never underestimate the power of recognition. When employees hear \u201cYou did a great job,\u201d they\u2019re <strong>8.7x<\/strong> more likely to be highly engaged and <strong>7.7x<\/strong> more likely to feel inspired.<\/p>\n\n<\/div>\n\t<\/div>\n\t<\/div>\n\n<div class=\" has-dynamic-border-radius has-image-size-cover has-image-radius-none is-style-vertical-no-image wp-block-biw-block-theme-biw-card\">\n\t\t<div class=\"biw-card__content\">\n\t\t<h3 class=\"biw-card__title\">\n\t\t\t\t\t\t\t6. Poor use of communication channels\t\t\t\t\t<\/h3>\n\t\t<div class=\"biw-card__text\">\n\n<p>Over-reliance on email or static meetings leaves messages lost in translation.<\/p>\n\n\n\n<p><strong>Fix it: Match the medium to the message. <\/strong><\/p>\n\n\n\n<p>Use short videos, Slack updates, and rich-media messages to keep salespeople informed in real time.<\/p>\n\n<\/div>\n\t<\/div>\n\t<\/div>\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-buttons is-content-justification-center is-layout-flex wp-container-core-buttons-is-layout-a89b3969 wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link wp-element-button\" href=\"https:\/\/www.biworldwide.com\/uk\/the-new-rules-of-engagement\/\">Read more from our latest global &#8216;The New Rules of Engagement&#8217; report<\/a><\/div>\n<\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\" \/>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-action-dark-color has-text-color has-link-color has-xl-font-size wp-elements-6a6d3374064e47342eecddbaac244f69\"><strong>\u201cModern communications tech, enables us to deliver highly personalised content tailored to each salesperson or employee. By leveraging goal progress, activity levels, and even sentiment, we ensure that messages are not only timely but also contextually relevant. These content nudges can be deployed across a client\u2019s preferred channels, usually email or rich-media SMS, creating a more engaging and personalised communication experience.\u201d<\/strong><\/p>\n\n\n\n<p class=\"has-text-align-right has-large-font-size\">&#8211; Matt Givand, VP of Communications, BI WORLDWIDE<\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\" \/>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-xl-font-size\"><strong>An interview focused on behavioral science and the human element<\/strong><\/p>\n\n\n\n<p>Dr. Kurt Nelson, behavioural strategist and long-time BI WORLDWIDE partner, has worked with global sales organisations to make communication more effective and more human. We asked him his thoughts on the challenges of communication with salespeople.<\/p>\n\n\n\n<p>Here\u2019s a summary of that interview.<\/p>\n\n\n<div class=\" has-dynamic-border-radius has-image-size-cover has-image-radius-none is-style-vertical-no-image wp-block-biw-block-theme-biw-card\">\n\t\t<div class=\"biw-card__content\">\n\t\t<h3 class=\"biw-card__title\">\n\t\t\t\t\t\t\tQ: <strong>In your work with sales organisations and their compensation<\/strong> <strong>plans for sellers, what are you seeing as the major challenges?<\/strong>\t\t\t\t\t<\/h3>\n\t\t<div class=\"biw-card__text\">\n\n<p>Many of the organisations we work with struggle to ensure that sales representatives truly buy into the goals that are allocated to them. We find a recurring disconnect: salespeople often perceive their goals as unfair, inaccurate, or out of reach. When goals are not seen as both achievable and fair, salespeople lose trust in their incentive compensation plan, decreasing motivation and performance.<\/p>\n\n\n\n<p>Another significant challenge is balancing a \u201cpay-for-performance\u201d philosophy with the reality that sales results are influenced by many factors outside of an individual\u2019s control such as market shifts, pricing decisions, access constraints, or territory dynamics. This ongoing tension sparks debate around whether, and to what degree, incentive plans should include a \u201csafety net,\u201d such as a minimum earnings floor. Too little protection risks disengagement and burnout, while too much can dilute the motivational impact of pay-for-performance models.<\/p>\n\n\n\n<p>One last challenge that we are witnessing is the rise in uncertainty, felt both at the leadership level and among front-line employees. Leaders are navigating shifting economic conditions, regulatory changes, and unpredictable market dynamics that are more chaotic than ever. Meanwhile, employees are not only impacted by these external forces but are also grappling with how the organization responds. For many, this translates into concerns about job stability and future prospects. This uncertainty drives increased stress, burnout, and a sense of languishing that is higher than we\u2019ve seen in years past.<\/p>\n\n<\/div>\n\t<\/div>\n\t<\/div>\n\n<div class=\" has-dynamic-border-radius has-image-size-cover has-image-radius-none is-style-vertical-no-image wp-block-biw-block-theme-biw-card\">\n\t\t<div class=\"biw-card__content\">\n\t\t<h3 class=\"biw-card__title\">\n\t\t\t\t\t\t\t<strong>Q:<\/strong> <strong>How can behavioural sciences help with these challenges?<\/strong>\t\t\t\t\t<\/h3>\n\t\t<div class=\"biw-card__text\">\n\n<p>Understanding how the brain processes goals and the emotional impact those goals can have helps companies to communicate them in a more effective manner. Behavioral science research on goal setting and fairness shows that people are more motivated when goals are framed as challenging yet attainable, and when the process of how those goals are set is transparent.<\/p>\n\n\n\n<p>This means that companies should not only focus on what the targets are, but also how they are explained. Clear communication, with a rationale for why goals are structured a certain way, builds trust even if the salesperson doesn\u2019t \u201clike\u201d the number. Goals presented in a way that emphasises progress, mastery, and opportunity trigger very different motivational responses than goals presented as punitive quotas. The way leaders tell the story of a plan by using concrete milestones, visual aids, and examples of past success changes how salespeople see the goals and thus respond to them.<\/p>\n\n\n\n<p>Insights from loss aversion and psychological safety help organisations navigate the safety net debate. Humans are more sensitive to losses than equivalent gains, which means that plans designed with too much downside risk can drive fear rather than performance. At the same time, a modest earnings floor can preserve psychological safety, ensuring that salespeople stay engaged and willing to take smart risks instead of playing it safe.<\/p>\n\n\n\n<p>Finally, behavioural science provides insights into how people deal with uncertainty and stress. We can provide behaviourally based tools and training for leaders to help their team (as well as themselves) handle and respond to this uncertainty in a way that reduces stress and anxiety.<\/p>\n\n<\/div>\n\t<\/div>\n\t<\/div>\n\n<div class=\" has-dynamic-border-radius has-image-size-cover has-image-radius-none is-style-vertical-no-image wp-block-biw-block-theme-biw-card\">\n\t\t<div class=\"biw-card__content\">\n\t\t<h3 class=\"biw-card__title\">\n\t\t\t\t\t\t\t<strong>Q:<\/strong> <strong>How have business outcomes been impacted as a result of your work?<\/strong>\t\t\t\t\t<\/h3>\n\t\t<div class=\"biw-card__text\">\n\n<p>Our communication work around incentive plans has improved how well the field understands their IC plans as well as the perception of those plans. We have seen understanding increase in some instances over <strong>40%<\/strong> and overall satisfaction with a plan increase up to <strong>15%<\/strong>. Those changes in understanding and perception lead to improved motivation and performance.<\/p>\n\n<\/div>\n\t<\/div>\n\t<\/div>\n\n<div class=\" has-dynamic-border-radius has-image-size-cover has-image-radius-none is-style-vertical-no-image wp-block-biw-block-theme-biw-card\">\n\t\t<div class=\"biw-card__content\">\n\t\t<h3 class=\"biw-card__title\">\n\t\t\t\t\t\t\t<strong>Q<\/strong>: <strong>Anything else you would like to add?<\/strong>\t\t\t\t\t<\/h3>\n\t\t<div class=\"biw-card__text\">\n\n<p>While uncertainty has always been a component in any business, the levels that we are hearing and the subsequent anxiety we\u2019ve seen over the past year have skyrocketed. The impact that this will have on organizations is still being played out, but we feel that it will be significant.<\/p>\n\n<\/div>\n\t<\/div>\n\t<\/div>\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>When communication is <strong>clear<\/strong>, <strong>authentic<\/strong>, and <strong>continuous<\/strong>, it <strong>builds trust<\/strong>, <strong>drives performance<\/strong>, and keeps sales teams <strong>focused on what matters<\/strong>.<\/p>\n\n\n<div class=\" has-dynamic-border-radius has-image-size-cover has-image-radius-none is-style-vertical-no-image wp-block-biw-block-theme-biw-card\">\n\t\t<div class=\"biw-card__content\">\n\t\t<h3 class=\"biw-card__title\">\n\t\t\t\t\t\t\tKey takeaways:\t\t\t\t\t<\/h3>\n\t\t<div class=\"biw-card__text\">\n\n<ul class=\"wp-block-list\">\n<li>Misalignment and TMI are <strong>silent performance killers.<\/strong><\/li>\n\n\n\n<li>Personalisation, clarity, and feedback loops transform communication from noise to impact.<\/li>\n\n\n\n<li>Recognition and authenticity humanise leadership messages.<\/li>\n\n\n\n<li>Applying behavioural science to sales communications improves understanding, motivation, and trust.<\/li>\n<\/ul>\n\n<\/div>\n\t<\/div>\n\t<\/div>\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\" \/>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading has-text-align-center\">Hear from our expert<\/h2>\n\n\n\n<p class=\"has-text-align-center\">Ben Drake, Creative Director, Communications<\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-vimeo wp-block-embed-vimeo wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"Hear From Our Expert: Communications\" src=\"https:\/\/player.vimeo.com\/video\/1143229348?dnt=1&amp;app_id=122963\" width=\"500\" height=\"281\" frameborder=\"0\" allow=\"autoplay; fullscreen; picture-in-picture; clipboard-write; encrypted-media; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\"><\/iframe>\n<\/div><\/figure>\n\n\n\n<div style=\"height:43px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\" \/>\n\n\n\n<div style=\"height:43px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-group  layout-columns-10 has-global-padding is-layout-constrained wp-container-core-group-is-layout-0b5f5b40 wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-group has-base-two-background-color has-background  has-dynamic-border-radius  layout-columns-4 has-global-padding is-content-justification-left is-layout-constrained wp-container-core-group-is-layout-645d8aa7 wp-block-group-is-layout-constrained\" style=\"padding-top:var(--wp--preset--spacing--60);padding-right:var(--wp--preset--spacing--60);padding-bottom:var(--wp--preset--spacing--60);padding-left:var(--wp--preset--spacing--60);background-image:url(&#039;https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2025\/03\/CTA8.png&#039;);background-position:50% 50%;background-size:cover;\">\n<h2 class=\"wp-block-heading has-xxl-font-size\">The best way to get started is to get in touch!<\/h2>\n\n\n\n<p>Speak to a member of our expert team to learn how our solutions can motivate your sales teams.<\/p>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button is-style-secondary-fill\"><a aria-controls=\"modal-header-lead-gen\" aria-haspopup=\"dialog\" href=\"#\" modal-id=\"header-lead-gen\" role=\"button\" tabindex=\"0\" class=\"wp-block-button__link wp-element-button modal-trigger core-button-trigger\">Let&#8217;s talk<\/a><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Information is power until it isn\u2019t. For many sales organisations, communication has become a flood. Too much, too scattered, too impersonal. Our global research shows that\u00a0\u201cTMI Syndrome\u201d\u00a0(too much information) is one of the biggest engagement killers in sales today.<\/p>\n","protected":false},"author":18,"featured_media":9339,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"associated_experts":[],"featured_image_focal_point":{"x":0.5,"y":0.5},"footnotes":""},"content-topic":[69,73],"problem-space":[76],"wf_post_folders":[23],"class_list":["post-9573","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","content-topic-incentives-and-rewards","content-topic-recognition-and-motivation","problem-space-sales-team-motivation"],"featured_media_global":{"id":7636,"title":{"rendered":"Social share-Communication breakdown -2-2026-1300x732"},"description":{"rendered":""},"caption":{"rendered":""},"alt_text":"A coffee cup, saucer, and laptop sit on a wooden table in a warm-lit room. Overlaid text reads: When leadership communication lacks clarity, trust drops nearly 15 points.","media_type":"image","mime_type":"image\/jpeg","media_details":{"width":1300,"height":732,"file":"2026\/03\/Social-share-Communication-breakdown-2-2026-1300x732-1.jpg","filesize":198140,"sizes":{"medium":{"file":"Social-share-Communication-breakdown-2-2026-1300x732-1-300x169.jpg","width":300,"height":169,"mime-type":"image\/jpeg","filesize":20331},"large":{"file":"Social-share-Communication-breakdown-2-2026-1300x732-1-1024x577.jpg","width":1024,"height":577,"mime-type":"image\/jpeg","filesize":101494},"thumbnail":{"file":"Social-share-Communication-breakdown-2-2026-1300x732-1-150x150.jpg","width":150,"height":150,"mime-type":"image\/jpeg","filesize":12892},"medium_large":{"file":"Social-share-Communication-breakdown-2-2026-1300x732-1-768x432.jpg","width":768,"height":432,"mime-type":"image\/jpeg","filesize":68015}},"image_meta":{"aperture":"0","credit":"","camera":"","caption":"","created_timestamp":"0","copyright":"","focal_length":"0","iso":"0","shutter_speed":"0","title":"","orientation":"0","keywords":[]}},"source_url":"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2026\/03\/Social-share-Communication-breakdown-2-2026-1300x732-1.jpg"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.2 - 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