How can you optimize incentives with behavioral insights? Make them immediate and tangible

By Aline Holzwarth, Head of Behavioral Science at Pattern Health and Principal at The Center for Advanced Hindsight, Duke University Your company has had a good year, so you’ve decided to give your employees a bonus. That extra $1,000 deposited along with their paycheck will certainly motivate them to perform their best in the upcoming […]

The Modern Sales Team and the Evolution of Sales Technology

The automation of work and its effect on jobs is an increasingly hot (and anxiety-laden) topic in the public conversation. Those watching CNN’s town hall series with 2020 presidential hopefuls have seen the repeated appearance of this question: “How will you prepare people for imminent displacement and job disruption resulting from advances in artificial intelligence […]

Lifting the Hood on “AI For Sales”

Artificial intelligence (AI) is often identified as an innovation that will power the industries of the future. Less than a decade removed from IBM Watson competing on Jeopardy!, AI is now everywhere: AI for healthcare, AI for transportation, AI for manufacturing, and so on. Across business disciplines — including sales and marketing — companies are […]

The Behavioral Science Behind Choosing the Right Incentive

By Ingrid Melvær Paulin, Senior Behavioral Researcher at Center for Advanced Hindsight, Duke University Getting incentives wrong can be expensive. In the U.S., the top 400 sales teams spend between 45 and 65 billion dollars on variable compensation every year to encourage employees to perform better or reach a desired outcome. However, companies often choose […]

Why Traditional Sales Incentives Are Broken

Sales incentives fit the classic mold of “how it’s always been done.” Compensation plans look very similar across most sales organizations: a combination of base salary and variable pay where the variable portion is a reward for successful quota attainment. Sales reps work toward revenue quotas over set time periods (e.g. monthly, quarterly, annually) and […]