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Sales team motivation

  • Three yellow paper airplanes fly to the right on a blue and gray background, each leaving a dotted yellow trail behind them.

    Article

    How to overcome obstacles to sales contest design

    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 […]

  • A person stands in profile with arms crossed, gazing toward the horizon over water at sunset. The sky is golden, and mountains are visible in the distance. The person is backlit, appearing as a silhouette.

    Article

    Using biases to change behaviour and increase sales performance

    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

    How to design a SMART sales incentive plan

    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 […]

  • A man in a gray suit sits in a meeting room, holding a chart with graphs and speaking to colleagues, gesturing with his hand for emphasis.

    Article

    How to calculate the value of sales incentives

    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 […]

  • A smiling woman in glasses and an orange sweater sits at a table with a laptop, holding papers and using a calculator—reflecting the employee engagement lifecycle in action. A blue mug and various papers are on the table in a bright, cozy room.

    Article

    Employee Engagement Lifecycle: A Complete Guide

    If you’re in Human Resources (HR) or any sort of leadership position that involves hiring and retaining employees, this guide will explore what the employee engagement lifecycle is and the various strategies and technologies that improve and extend the lifecycle. What is the employee engagement lifecycle? The employee engagement lifecycle encompasses the journey an employee […]

  • A glowing light bulb against a dark background, emitting a warm orange light. Several blurred light bulbs create a bokeh effect in the background, enhancing the focus on the prominent bulb in the foreground.

    Article

    How to design a successful sales incentive program

    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 […]

  • A person, tapping into success, holds a glass bottle filled with a light golden beverage, possibly beer, in a store. The hand deftly adjusts the bottle cap as shelves brimming with various products frame the scene in the background.

    Case Study

    Unlocking success in the economy beer market

    A large beer manufacturer aimed to gain market share in the Economy beer segment by motivating Distributor Sales Representatives (DSRs) to set up retail displays. Using a rewards-based incentive platform, DSRs submitted display claims and earned points. The program led to a significant increase in claims, doubling the number of cases sold and achieving a 4:1 ROI. Discover the full story and results in our case study.

  • A scientist wearing a lab coat, safety goggles, and blue gloves looks into a microscope in a laboratory. Another scientist is in the background, also working. The environment is bright and equipped with lab equipment.

    Case Study

    Optimizing sales contests and SPIFFs for maximum impact

    A leading biopharmaceutical company questioned the effectiveness of their sales contests and SPIFF programs. Our Decision Sciences team analyzed their data, uncovering key insights that led to a smarter approach to sales motivation. Discover how data-backed strategies transformed their incentive programs and drove sales success.

  • Close-up of gourmet sushi rolls topped with gold flakes and caviar on a white plate, perfectly arranged by a chefs hands. Ideal for group travel dining experiences, a small black bowl and green garnish add to the exquisite presentation in the background.

    Case Study

    Group incentive travel, teamwork, triumph

    A pharmaceutical company revamped their recognition program by introducing incentive travel awards, allowing teams to choose their destinations and travel dates. This hands-off, turnkey solution included personalized service and team-building activities. The top 20% of districts qualified for the award, contributing to a 20% increase in revenue growth. Discover how small team travel became the company standard for recognizing top performers in our case study.