Article
Sales organizations of all shapes and sizes run sales contests, incentives, or SPIFFs, also known as a Sales Performance Incentive Fund (sometimes written as SPIF or SPIV), on a regular basis. They may seem like a simple way to motivate your team to sell more of a new, underperforming, or lagging product, but designing one […]
Article
What is a behaviour and how does it happen? According to the Fogg Behaviour Model, a behaviour happens when motivation, ability and prompt come together at the same moment. Motivators and prompts are well-documented tools that BI WORLDWIDE Canada helps clients to deploy, but what about ability? Behaviour = Motivation + Ability + Prompt The Fogg […]
Article
Looking to build a high-performing sales team? For most sales organizations, this is a common goal. Strong salespeople close more deals and generate bigger profits. Motivated salespeople are always driven to do better and sell more. Happy salespeople are likely to stay loyal to you as an employer and continue to bring in great results. Yet, […]
Article
Whether your channel incentive objective is stretching the top 20% of performers or driving incremental performance of the middle ground, the engagement of your target audience is the first challenge that any channel incentive designer must overcome. A common assumption is that this is simply achieved by curating the right reward selection. After all, the […]
Article
The key to a successful sales incentive lies in the planning. According to research, 90% of the top-performing organizations use sales incentives to motivate, recognize, and reward their salespeople. However, while organizations may mean well, the sheer existence of a sales incentive doesn’t automatically yield the desired results. For sales incentive plans to be effective, organizations need […]
Article
In the competitive world of sales, incentives play a crucial role in motivating teams and driving performance. However, one common pitfall is rewarding “business as usual” activities instead of delivering added value to your business, leading to complacency and stagnation. Sales incentives should be strategically designed to inspire exceptional performance, innovation, and value. Read on […]
Article
Many organizations face common challenges with their sales incentive programs, such as: To overcome these challenges, organizations need an effective strategy, such as: Different types of incentives can be used to address various goals and timeframes: A proven methodology can help drive behaviours and activities that produce measurable results: By addressing common issues and implementing […]
Webinar
Watch this webinar to hear best-selling author and goal-setting expert Caroline Adams Miller share: You’ll also hear from Paul Mora, Head of Global Enterprise and Channel Marketing at Motorola Solutions. Paul will talk about how he continually uses GoalQuest®, a sales incentive structure based on personalized, self-selected goals, to drive sales performance at Motorola.
Insights Lab
A few of these include: Memorability: Recipients are more likely to remember the trip or big screen tv they received than cash, which can get folded into the daily budget and used for buying gas or groceries. Reconsumption: Recipients re-live the positive emotions associated with earning the award each time they use it or talk […]
Case Study
A leading HVAC manufacturer aimed to end their fiscal year strong with a GoalQuest® program culminating in a Warehouse Windfall. This three-month promotion incentivized managers to exceed growth targets. Discover how this high-risk, high-reward strategy led to extraordinary sales performance and engagement in our case study.