http://www.biworldwide.com/white-papers/goalquest/sales-incentives-to-keep-your-sales-force-from-turning-into-zombies Many businesses take a do-it-yourself approach to incentive programs This may turn your highest-potential reps into mindless zombies. Don’t do it. By allowing sales reps to select their own personal goals, for a specific initiative, you engage them and they will deliver (almost) super-human results. 1. People set goals naturally. Everyone has the inclination to set and achieve goals. Selecting a personal goal tied to individual baselines helps sales reps feel they have a fighting chance to achieve. People like to believe their situation is unique. If they don’t feel they have an advantage, they won’t participate. It is important to have goals that are relevant to all performance levels as it increases attainment and delivers better results. 2. When you let people choose a goal, they do. 3. When people have the opportunity to choose their own goal, they perform like never before. 4. Relevant goals are more achievable. Goals are based on an individual’s baseline performance. 5. Higher selected goals lead to higher performance. 41% of those who choose the highest goal level achieve it. 6. If you don’t know where you’re at, you don’t know how hard to work to reach your goal. 40% of results happen in the last one-third of the program. This reinforces the goal gradient theory, which says the closer people get to the goal, the more effort they put into achieving it. 7. Stay ahead of the zombies with a quick lead out of the starting gate. Top achievers get off to a great start

1. BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
with
7 Goal Setting
Strategies
and Statistics
Prevent
sales
zombies

2. Australia | Canada | China | India | Latin America | United Kingdom | United States | BIWORLDWIDE.com
Prevent sales zombies
DIY incentive programs
may turn your highest-potential reps
into mindless zombies.

3. Australia | Canada | China | India | Latin America | United Kingdom | United States | BIWORLDWIDE.com
DIY incentive programs
may turn your highest-potential reps
into mindless zombies.
Don’t do it!
Prevent sales zombies

4. Australia | Canada | China | India | Latin America | United Kingdom | United States | BIWORLDWIDE.com
By allowing
sales reps to
select their own
personal goals,
for a specific
initiative, you engage them
and they will deliver
(almost) super-human results.
Prevent sales zombies

5. Australia | Canada | China | India | Latin America | United Kingdom | United States | BIWORLDWIDE.com
1People set goals naturally.
It is important to have goals
that are relevant to all
performance
levels as it
increases
attainment
and delivers better results.
$6.4 $3.3
$5.5
$2.3
Prevent sales zombies

6. Australia | Canada | China | India | Latin America | United Kingdom | United States | BIWORLDWIDE.com
2When you let people
choose a goal, they do.
98.3% of direct channel
participants select a goal.
Prevent sales zombies

7. Australia | Canada | China | India | Latin America | United Kingdom | United States | BIWORLDWIDE.com
3When people have the
opportunity to choose their
own goal, they perform
like never before.
56% of GoalQuest®
participants exceed baseline.
Baseline
Prevent sales zombies

8. Australia | Canada | China | India | Latin America | United Kingdom | United States | BIWORLDWIDE.com
4Relevant goals
are more achievable.
Goals are based on
an individual’s
baseline
performance. BIG
goal
Prevent sales zombies

9. Australia | Canada | China | India | Latin America | United Kingdom | United States | BIWORLDWIDE.com
5Higher selected goals
lead to higher performance.
(Almost, but not always)
41% of those who choose
the highest goal level
achieve it.
Prevent sales zombies

10. Australia | Canada | China | India | Latin America | United Kingdom | United States | BIWORLDWIDE.com
6If you don’t know where
you’re at, you don’t know
how hard to work
to reach your goal.
40% of results happen in the last
one-third of the program.
Prevent sales zombies

11. Australia | Canada | China | India | Latin America | United Kingdom | United States | BIWORLDWIDE.com
7Stay ahead of the zombies
with a quick lead
out of the starting gate.
Top achievers
get off to a
great start.
Prevent sales zombies

12. Download
the complete
infographic
to avoid the
zombie
apocalypse
with your
sales force.
Australia | Canada | China | India | Latin America | United Kingdom | United States | BIWORLDWIDE.com

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BI WORLDWIDE uses the principles of behavioral economics to produce
measurable results for our clients by driving and sustaining engagement
with their employees, channel partners and customers.
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