The New Rules of Engagement® for Sales

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In sales, compensation gets attention, but inspiration drives sustained performance.

Join Mark Hirschfeld of BI WORLDWIDE and Kurt Nelson of The Lantern Group on Wednesday, March 4 at 12:00 PM ET / 11:00 AM CT / 9:00 AM PT for a data-driven discussion on how today’s most effective sales organizations balance compensation, communication, and inspiration to drive results, especially in times of change.

Grounded in behavioral science and real-world research, this webinar will explore why cash alone isn’t enough, how recognition amplifies compensation, and how communication breakdowns quietly erode motivation. We’ll also look at how sales leaders can navigate change without losing momentum and align rewards strategies directly to business outcomes.

What will you learn at this webinar?

How compensation and recognition work together to drive higher sales performance and retention
Why inspiration outperforms cash alone and what behavioral science tells us about motivation
How to communicate more effectively with sales teams in an era of constant noise and change
Practical ways to manage change without disengaging top producers
How to connect rewards, recognition, and communication directly to business outcomes

If you want a sales rewards strategy that doesn’t just pay people but propels them, this session will give you the clarity (and confidence) to lead differently.

Speakers

Mark Hirschfeld

Vice President, Consulting and Strategic Partnerships
BI WORLDWIDE

Mark Hirschfeld is Vice President of Consulting and Strategic Partnerships with BI WORLDWIDE. Mark has been studying the elements of highly productive, engaging workplaces since 1981. He is the co-author of Re-Engage: How America’s Best Places to Work Inspire Extra Effort in Extraordinary Times, published by McGraw-Hill. Hirschfeld has consulted extensively in numerous industries, including retail, food service, hospitality, financial services, health care, professional services, information technology, and manufacturing. He is the architect of a number of tools used widely in the analysis of employee engagement survey data, providing greater insights to clients. Hirschfeld’s international experience includes work in Canada, the United Kingdom, Saudi Arabia and Australia.

Kurt Nelson, Ph.D.

Founder and President
The Lantern Group

For over 25 years, Kurt Nelson has worked with global companies to apply behavioral science principles to drive change in their organizations.

He is founder and president of The Lantern Group, a communication and behavioral design agency which uses behavioral science insights to improve employee engagement and motivation. Additionally, they have created the Behavior/Shift catalogue of personal products.

He also is the co-founder, with Tim Houlihan, of the award-winning Behavioral Grooves podcast, where they interview leading academic and business executives from around the world and explore how they apply behavioral science to their work and lives.

All his work focuses on understanding ways to positively influence how people behave.

Kurt earned his MBA from the University of Iowa and his Ph.D. in Industrial/Organizational Psychology from Capella University.