{"id":10498,"date":"2026-08-06T08:20:19","date_gmt":"2026-08-06T07:20:19","guid":{"rendered":"https:\/\/www.biworldwide.com\/uk\/?post_type=webinar&#038;p=10498"},"modified":"2026-08-06T08:26:27","modified_gmt":"2026-08-06T07:26:27","slug":"webinar-how-to-design-sales-incentives-that-actually-change-behaviour","status":"publish","type":"webinar","link":"https:\/\/www.biworldwide.com\/uk\/our-work\/webinar\/webinar-how-to-design-sales-incentives-that-actually-change-behaviour\/","title":{"rendered":"Webinar | How to design sales incentives that actually change behaviour"},"content":{"rendered":"<div class=\"has-content-align-center 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\/08\/1728x600px-ThanksForRegistering-IDesignSalesIncentives-MAhearne-8526.jpg\" alt=\"A smiling person raises their arms in celebration as gold confetti falls around them in a festive, dimly lit indoor setting.\" 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\tHow to design sales incentives that actually change behaviour\t\t\t<\/h1>\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 class=\"wp-block-paragraph\">Sales incentives should do more than pay people for what already happened. They should shape what happens next.<\/p>\n\n\n\n<div class=\"wp-block-button is-style-fill\"><a aria-expanded=\"false\" 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<p class=\"wp-block-paragraph\">Watch this on-demand webinar to hear Dr. Mike Ahearne, one of the world\u2019s leading experts on sales performance and compensation design, as he challenges thinking about incentives, contests, and spiffs and shows how leaders can design programmes that motivate different segments of the sales force in different ways.<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-xl-font-size wp-block-paragraph\"><strong>You&#8217;ll learn how to:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Design sales incentives that motivate each segment in different ways<\/li>\n\n\n\n<li>Recognise how repeated \u201cnear misses\u201d can affect motivation, retention, and performance<\/li>\n\n\n\n<li>Use non-cash incentives, loss framing, status, and goal structures to drive stronger behaviour change<\/li>\n\n\n\n<li>Build incentive plans that are targeted, understandable, and fair<\/li>\n\n\n\n<li>Improve performance by helping salespeople better understand how they are measured, rewarded, and progressing toward goals<\/li>\n<\/ul>\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=\"How to design sales incentives that actually change behavior WEBINAR ON DEMAND | BI WORLDWIDE\" src=\"https:\/\/player.vimeo.com\/video\/1215913828?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<p class=\"wp-block-paragraph\"><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Watch this on-demand webinar to hear Dr. Mike Ahearne, one of the world\u2019s leading experts on sales performance and compensation design, as he challenges thinking about incentives, contests, and spiffs.<\/p>\n","protected":false},"featured_media":10501,"template":"","meta":{"case_study_logo":0,"unique_title":"","unique_cta":"","associated_experts":[],"featured_image_focal_point":{"x":0.5,"y":0.5},"footnotes":""},"content-topic":[69],"problem-space":[76],"wf_webinar_folders":[],"class_list":["post-10498","webinar","type-webinar","status-publish","has-post-thumbnail","hentry","content-topic-incentives-and-rewards","problem-space-sales-team-motivation"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.1 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Webinar | How to design sales incentives that actually change behaviour<\/title>\n<meta name=\"description\" content=\"Hear Dr. Mike Ahearne, a leading experts on sales performance and compensation design, challenge thinking on incentives, contests, and spiffs\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.biworldwide.com\/uk\/our-work\/webinar\/webinar-how-to-design-sales-incentives-that-actually-change-behaviour\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Webinar | How to design sales incentives that actually change behaviour\" \/>\n<meta property=\"og:description\" content=\"Hear Dr. Mike Ahearne, a leading experts on sales performance and compensation design, challenge thinking on incentives, contests, and spiffs\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.biworldwide.com\/uk\/our-work\/webinar\/webinar-how-to-design-sales-incentives-that-actually-change-behaviour\/\" \/>\n<meta property=\"og:site_name\" content=\"United Kingdom\" \/>\n<meta property=\"article:modified_time\" content=\"2026-08-06T07:26:27+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2026\/08\/1200x675px-SocialGraphic-HERO-MAhearne-8526-OD.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\n\t<meta property=\"og:image:height\" content=\"675\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data1\" content=\"1 minute\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/www.biworldwide.com\\\/uk\\\/our-work\\\/webinar\\\/webinar-how-to-design-sales-incentives-that-actually-change-behaviour\\\/\",\"url\":\"https:\\\/\\\/www.biworldwide.com\\\/uk\\\/our-work\\\/webinar\\\/webinar-how-to-design-sales-incentives-that-actually-change-behaviour\\\/\",\"name\":\"Webinar | How to design sales incentives that actually change behaviour\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.biworldwide.com\\\/uk\\\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\\\/\\\/www.biworldwide.com\\\/uk\\\/our-work\\\/webinar\\\/webinar-how-to-design-sales-incentives-that-actually-change-behaviour\\\/#primaryimage\"},\"image\":{\"@id\":\"https:\\\/\\\/www.biworldwide.com\\\/uk\\\/our-work\\\/webinar\\\/webinar-how-to-design-sales-incentives-that-actually-change-behaviour\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/www.biworldwide.com\\\/wp-content\\\/uploads\\\/2026\\\/08\\\/1200x675px-SocialGraphic-HERO-MAhearne-8526-OD.jpg\",\"datePublished\":\"2026-08-06T07:20:19+00:00\",\"dateModified\":\"2026-08-06T07:26:27+00:00\",\"description\":\"Hear Dr. Mike Ahearne, a leading experts on sales performance and compensation design, challenge thinking on incentives, contests, and spiffs\",\"breadcrumb\":{\"@id\":\"https:\\\/\\\/www.biworldwide.com\\\/uk\\\/our-work\\\/webinar\\\/webinar-how-to-design-sales-incentives-that-actually-change-behaviour\\\/#breadcrumb\"},\"inLanguage\":\"en-GB\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/www.biworldwide.com\\\/uk\\\/our-work\\\/webinar\\\/webinar-how-to-design-sales-incentives-that-actually-change-behaviour\\\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-GB\",\"@id\":\"https:\\\/\\\/www.biworldwide.com\\\/uk\\\/our-work\\\/webinar\\\/webinar-how-to-design-sales-incentives-that-actually-change-behaviour\\\/#primaryimage\",\"url\":\"https:\\\/\\\/www.biworldwide.com\\\/wp-content\\\/uploads\\\/2026\\\/08\\\/1200x675px-SocialGraphic-HERO-MAhearne-8526-OD.jpg\",\"contentUrl\":\"https:\\\/\\\/www.biworldwide.com\\\/wp-content\\\/uploads\\\/2026\\\/08\\\/1200x675px-SocialGraphic-HERO-MAhearne-8526-OD.jpg\",\"width\":1200,\"height\":675,\"caption\":\"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.\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/www.biworldwide.com\\\/uk\\\/our-work\\\/webinar\\\/webinar-how-to-design-sales-incentives-that-actually-change-behaviour\\\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\\\/\\\/www.biworldwide.com\\\/uk\\\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Webinars\",\"item\":\"https:\\\/\\\/www.biworldwide.com\\\/uk\\\/our-work\\\/webinar\\\/\"},{\"@type\":\"ListItem\",\"position\":3,\"name\":\"Webinar | How to design sales incentives that actually change behaviour\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\\\/\\\/www.biworldwide.com\\\/uk\\\/#website\",\"url\":\"https:\\\/\\\/www.biworldwide.com\\\/uk\\\/\",\"name\":\"BI WORLDWIDE UK\",\"description\":\"Inspiring people. Delivering results.\",\"alternateName\":\"BIW UK\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\\\/\\\/www.biworldwide.com\\\/uk\\\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-GB\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Webinar | How to design sales incentives that actually change behaviour","description":"Hear Dr. Mike Ahearne, a leading experts on sales performance and compensation design, challenge thinking on incentives, contests, and spiffs","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.biworldwide.com\/uk\/our-work\/webinar\/webinar-how-to-design-sales-incentives-that-actually-change-behaviour\/","og_locale":"en_GB","og_type":"article","og_title":"Webinar | How to design sales incentives that actually change behaviour","og_description":"Hear Dr. Mike Ahearne, a leading experts on sales performance and compensation design, challenge thinking on incentives, contests, and spiffs","og_url":"https:\/\/www.biworldwide.com\/uk\/our-work\/webinar\/webinar-how-to-design-sales-incentives-that-actually-change-behaviour\/","og_site_name":"United Kingdom","article_modified_time":"2026-08-06T07:26:27+00:00","og_image":[{"width":1200,"height":675,"url":"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2026\/08\/1200x675px-SocialGraphic-HERO-MAhearne-8526-OD.jpg","type":"image\/jpeg"}],"twitter_card":"summary_large_image","twitter_misc":{"Est. reading time":"1 minute"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/www.biworldwide.com\/uk\/our-work\/webinar\/webinar-how-to-design-sales-incentives-that-actually-change-behaviour\/","url":"https:\/\/www.biworldwide.com\/uk\/our-work\/webinar\/webinar-how-to-design-sales-incentives-that-actually-change-behaviour\/","name":"Webinar | How to design sales incentives that actually change behaviour","isPartOf":{"@id":"https:\/\/www.biworldwide.com\/uk\/#website"},"primaryImageOfPage":{"@id":"https:\/\/www.biworldwide.com\/uk\/our-work\/webinar\/webinar-how-to-design-sales-incentives-that-actually-change-behaviour\/#primaryimage"},"image":{"@id":"https:\/\/www.biworldwide.com\/uk\/our-work\/webinar\/webinar-how-to-design-sales-incentives-that-actually-change-behaviour\/#primaryimage"},"thumbnailUrl":"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2026\/08\/1200x675px-SocialGraphic-HERO-MAhearne-8526-OD.jpg","datePublished":"2026-08-06T07:20:19+00:00","dateModified":"2026-08-06T07:26:27+00:00","description":"Hear Dr. Mike Ahearne, a leading experts on sales performance and compensation design, challenge thinking on incentives, contests, and spiffs","breadcrumb":{"@id":"https:\/\/www.biworldwide.com\/uk\/our-work\/webinar\/webinar-how-to-design-sales-incentives-that-actually-change-behaviour\/#breadcrumb"},"inLanguage":"en-GB","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.biworldwide.com\/uk\/our-work\/webinar\/webinar-how-to-design-sales-incentives-that-actually-change-behaviour\/"]}]},{"@type":"ImageObject","inLanguage":"en-GB","@id":"https:\/\/www.biworldwide.com\/uk\/our-work\/webinar\/webinar-how-to-design-sales-incentives-that-actually-change-behaviour\/#primaryimage","url":"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2026\/08\/1200x675px-SocialGraphic-HERO-MAhearne-8526-OD.jpg","contentUrl":"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2026\/08\/1200x675px-SocialGraphic-HERO-MAhearne-8526-OD.jpg","width":1200,"height":675,"caption":"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."},{"@type":"BreadcrumbList","@id":"https:\/\/www.biworldwide.com\/uk\/our-work\/webinar\/webinar-how-to-design-sales-incentives-that-actually-change-behaviour\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/www.biworldwide.com\/uk\/"},{"@type":"ListItem","position":2,"name":"Webinars","item":"https:\/\/www.biworldwide.com\/uk\/our-work\/webinar\/"},{"@type":"ListItem","position":3,"name":"Webinar | How to design sales incentives that actually change behaviour"}]},{"@type":"WebSite","@id":"https:\/\/www.biworldwide.com\/uk\/#website","url":"https:\/\/www.biworldwide.com\/uk\/","name":"BI WORLDWIDE UK","description":"Inspiring people. Delivering results.","alternateName":"BIW UK","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.biworldwide.com\/uk\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-GB"}]}},"_links":{"self":[{"href":"https:\/\/www.biworldwide.com\/uk\/wp-json\/wp\/v2\/webinar\/10498","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.biworldwide.com\/uk\/wp-json\/wp\/v2\/webinar"}],"about":[{"href":"https:\/\/www.biworldwide.com\/uk\/wp-json\/wp\/v2\/types\/webinar"}],"version-history":[{"count":2,"href":"https:\/\/www.biworldwide.com\/uk\/wp-json\/wp\/v2\/webinar\/10498\/revisions"}],"predecessor-version":[{"id":10508,"href":"https:\/\/www.biworldwide.com\/uk\/wp-json\/wp\/v2\/webinar\/10498\/revisions\/10508"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.biworldwide.com\/uk\/wp-json\/wp\/v2\/media\/10501"}],"wp:attachment":[{"href":"https:\/\/www.biworldwide.com\/uk\/wp-json\/wp\/v2\/media?parent=10498"}],"wp:term":[{"taxonomy":"content-topic","embeddable":true,"href":"https:\/\/www.biworldwide.com\/uk\/wp-json\/wp\/v2\/content-topic?post=10498"},{"taxonomy":"problem-space","embeddable":true,"href":"https:\/\/www.biworldwide.com\/uk\/wp-json\/wp\/v2\/problem-space?post=10498"},{"taxonomy":"wf_webinar_folders","embeddable":true,"href":"https:\/\/www.biworldwide.com\/uk\/wp-json\/wp\/v2\/wf_webinar_folders?post=10498"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}