Behavior Matters! - Part 2

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Are poor IC communications holding your sales teams back?

Boring pile of legal binders
Good Communication is Key to Engagement

Several years ago, we worked with a large Fortune 500 company whose IC Director was frustrated with low performance.

The metrics were there, the incentives were good, but the understanding was low… and sales were short.  How could a well-designed plan that they had spent months developing not be working?

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Communication makes your job easier – now get your company to invest in it

iPhone on table with plant
When companies invest in better incentive communications everybody wins

In today’s hyper-competitive world, you need an equally competitive advantage to stay ahead.

As sales professional your time and energy should be focused on selling not on trying to decipher the communications you receive from your organization.

Understanding how your incentive and rewards programs work should be easy. Today’s competitive tool for outperforming your goals is better communication.

Your comp plans and rewards may be good, perhaps the best, but if your company is not investing in communication, you often miss out on their true potential.

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Want to earn more and win more awards? Ask for better communication.

Hand raised with fist on white background with text and rocket icon
Make sure you have the tools to climb to the top

It’s no secret that as a salesperson you want to win.

You want to sell, to be on top, to surpass your target, and to join that award trip. You want to be rewarded for the hard work and sales that you bring in. 

But that can be hard to do if your company isn’t telling you what you need to do to win. Companies often spend significant time and energy designing those metrics and fall short when it comes to communicating them to you. This puts you in a tough position between your intentions and the outcomes of the plan.  

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Better Communication Means Higher Sales for You

Don’t let poor communication impact your incentive pay

You are out there every day working hard and selling to your customers – shifting with each change that is thrust upon you and dealing with the uncertainty that has come with these trying times.

It can be stressful, it can be challenging, but you believe that what your company does is important and that you are bringing value to your customers. 

In return, you deserve to be fairly rewarded for growing your business and helping the company succeed. And yet, when you get your quarterly bonus check, it is less than ideal. This shouldn’t happen.

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The 2021 Decision Series Calendar

The Lantern Group and Behavioral Grooves have teamed up to create the 100 Behaviors 2021 Decision Series Calendar!

Screenshots of 2021 calendar showing a cartoon of the sunk cost fallacy

We’ve boiled 12 of the most common biases and influences that guide our decisions down into a visual and easy to understand 2021 calendar with actionable advice on how to overcome or leverage them. Check it out here and get yours today!

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Announcing the “Nudge it North” Conference

Start the new year off right by joining us in January at the Nudge it North Conference – a digital Behavioral Science conference taking place on January 8th, 2021.

Join us at www.nudgeitnorth.com

The Lantern Group, Behavioral Grooves, Behave MN have collaborated to bring together an all-star cast of speakers that includes industry veterans, world-renowned experts, and amazing new voices in the field.

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Sculpting Motivation – Maximizing your Total Rewards with Behavioral Science

This article highlights the key learnings from Kurt’s presentation at the “2020 World at Work Spotlight on Sales Conference”. The original slide deck is available below.

Man screaming into phone exhibiting bad sales behavior
Rewards Programs are a Key Driver of Sales Behavior

In 1937, paleontologist Gustav von Koeningswald was working on the island of Java in Southeast Asia, searching for new evidence of our early human ancestors.  To achieve this goal, he needed to find fossils, and the apex of fossils was the skull. With an intact skull, paleontologists are better able to distinguish between ape and human. 

But skulls were rarely are found intact. 

Instead, paleontologists needed to piece together a multitude of small skull fragments in a complex 3D puzzle.  It was difficult work – difficult to find all the pieces and difficult to fit them together in the right way to reform the original skull. 

To help alieve the burden of searching and finding the skull pieces, von Koeningswald enlisted the help of people from the local village.  He did this by giving them an incentive. He paid them 10 cents per skull fragment that they delivered to him.   

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Understand Your Brain – Better Decisions, Improved Habits, Happiness & More!

In a continued effort to make behavioral science and behavioral economics more accessible, The Lantern Group and The Behavioral Grooves Podcast are building resources to help you make more informed decisions, understand your influences (and how you influence), understand biases, improve happiness, build better habits and more. This includes a self assessment to help decide which behavioral science or behavioral economics book to read and The 100 Behaviors Project – a weekly exploration of human biases and behaviors. Check them both out below.

Behavioral Learning Self-Assessment

The self-assessment below combines 30+ years of collective experience in behavioral science to help you determine which of our top 40 books will be the most beneficial to you. Take it now and start (or continue) learning! If you have already read the recommendation, reach out in the form below or email behavior@lanterngroup.com with your result and we will recommend 2 or 3 alternates!

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Identifying Friction in Your Organization

Friction is defined by Merriam-Webster as “the force that resists relative motion between two bodies in contact” or “the clashing between two parties of opposed views.”   

Identifying Organizational Friction
Organizational Friction

In our last article, we identified three types of organizational friction (the resistance points within a company that limit its performance). Those friction points were caused by oversight or shortcomings in Policy, Culture, and Environment. Each type of organizational friction has its own unique root causes and manifests itself differently within a company.

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Podcast Mania!

As the popularity of the Behavioral Grooves podcast continues to skyrocket, cohost Kurt Nelson, PHD – President and founder of The Lantern Group – has been featured across the airwaves (podwaves?) on an exciting and growing list of podcasts of all shapes and sizes.

Emotions, Performance, Motivation, Culture, Running and more all involve Behavioral Science

Below is a list of the most recent features with a quick blurb about the subject. There are lots of fun conversations here, so check them out and give one (or all) a listen and share!

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Behavior Matters!