Thought leadership

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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 […]

Two men in business attire discuss data while pointing at a digital project management chart with timelines and graphs, including sales incentive management metrics, overlaid on the image in an office setting.

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What is sales incentive management?

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, […]

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How to create frictionless channel incentive programs

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 […]

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A complete guide to channel incentive programs

As a tool in a vendor’s toolkit, channel incentive programs are pivotal tools in transforming channel relationships, influencing positive behaviour change and driving performance. The Incentive Research Foundation (IRF) found that non-cash channel incentive programs could increase total revenues by 32%, increase market share by 30%, and increase net operating income to 19% of revenue. Engaged, motivated channel […]

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How to enhance sales with effective channel partner incentives

According to research by Frederick Reichheld of Bain & Company, a 5% increase in customer retention can lead to an increase in profits of between 25 and 95%. If your objective is genuine customer loyalty, read on for our recommendations on why recognizing the crucial steps toward a sale is the key to enhancing your bottom line. The […]

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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.

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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.

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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 person wearing a plaid jacket holds a smartphone in one hand and a coffee cup in the other. The background is mostly pink, creating a vibrant contrast. The persons face is not visible.

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How to reduce employee turnover

How much is employee turnover costing you? It’s the stuff of Human Resources (HR) nightmares: Recruit. Screen. Interview. Negotiate. Hire. Train. It’s a huge investment. And then that investment starts Googling: “How bad will it look on my resume if I leave a job after eight weeks?” Something, somewhere, went awry between the time they accepted […]

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