How can companies motivate their employees better - by using behavioral science - that's how!

1. Employee Motivation
© The Lantern Group, Inc
Are your employees as motivated as they could be?

2. EMPLOYEE
MOTIVATION
Are your employees
as motivated as
they could be?
In today’s fast-paced business world,
having motivated and engaged employees is a necessity,
yet, according to Gallup, 85% of employees are disengaged.
This is no small issue. Employees who are disengaged are psychologically unattached to
their work and cost employers almost 35% of their salary through lost productivity,
lack of motivation, chronic tardiness, toxic emotional contamination, and a host of
other negative behaviors.

3. 1. We diagnose your
employee motivational
problems, understand
the underlying human
drives, and tap into those
drives to increase
employee engagement.
3. We get your employees
excited about coming to
work, motivated to make that
extra sales call, enthusiastic
to enhance the business,
and to feel psychological
ownership for both their
individual success and the
success of the business.
2. We use these
insights to help
you design better
employee programs,
communicate to your
employees, and train
your leaders.
EMPLOYEE
MOTIVATION
Are your employees
as motivated as
they could be?

4. Behavioral
Review
Strategic, behavioral and
cultural analysis of all
relevant data and existing
programs
Stakeholder
Assessment
Stakeholder interviews,
focus groups and
assessments to evaluate
current reality and define
future success
+
Behavioral
Analysis
Review and analyze data
to determine required
behaviors to achieve
desired outcomes and
identify current gaps
Solution
Design
Develop behaviorally
based programs and
interventions to drive
desired outcomes
Communicate
& Train
Build behaviorally
informed communications
and training to maximize
the program’s success and
drive behavior change
+
Diagnose Analyze Implement
The Behavioral Design Process
We diagnose the issues, design solutions, communicate
them to your employees, & train your people for success

5. Behavioral Interventions
“People are willing to work
for free, and they are willing
to work for a reasonable
wage; but offer them just a
small payment and they will
walk away”
Dan Ariely on the Irrationality of
Human Behavior – Author, Behavioral
Economist & Duke Professor
Discover how your sales force perceives their incentive
plans & what drives their behaviors
Incentive Diagnostics
Create enhanced rewards programs that tap into the
motivational drives of your sales force
Total Rewards Optimization
Communicate your reward & IC programs in a way that drives
increased motivation, understanding, buy-in & performance
IC Communications
Teach your leaders how to tap into the fundamental
motivational drives of their team & increase performance
4-Drive Workshops

6. Incentive Diagnostics
To maximize the performance of your incentives, you need to
understand the behavioral and emotional drivers that are influencing
your employees.
This understanding provides you with unique insights into how you
maximize the impact of your incentive program’s design, rewards,
implementation and communication.
Our diagnostic process provides
you with a deep understanding
of how your incentive & rewards
programs impact the behavior
of your salespeople.
We take a deep dive into your incentives and how your sales
force perceives them, providing you with deeper insight into
what is driving the behaviors of your sales teams.
By leveraging these often-overlooked behavioral science
insights you can maximize the motivational impact your
incentives have on your field sales force.
Organizations do not
always understand the
underlying drives &
emotions behind their
employees’ behaviors
& attitudes
This can lead to
incentive designs &
implementation that
fail to maximize
the impact these
programs can have
Greater understanding of
the underlying drives &
emotions leads to better
program designs that
improves overall
performance

7. Total Rewards Optimization
We use this process to ensure that the design of each
reward program is aligned with and leverages the impact of
the other reward programs.
This optimization helps to increase motivation, spur
discretionary effort, and ultimately drive improved sales
performance often at an overall lower total reward spend.
Over time, organizations
mix of total rewards can
expand and become
convoluted, confusing
and misaligned.
This complexity can lead
to reward programs
having conflicting
motivations, rewarding
the wrong behaviors, and
missing strategic
opportunities.
Greater alignment and
purposeful design of the
total reward mix can help
organizations optimize
the motivational impact
that your programs have
while ensuring that they
are driving the right
behaviors.
Total Reward Optimization
aligns your incentive and
rewards programs
to maximize their overall
motivational impact.
Building off of the incentive diagnostic and to optimize the impact
that your total rewards have, you need to ensure that they are
strategically aligned, leverage all the motivational drives, and work
together to achieve success.
We examine how each of your programs is tapping into the motivational
drives of your employees, discover how they are interconnected or
overlap, assess their impact on your employees' behaviors, and
determine if those behaviors align with your strategy.
This feels like a diagnostic… Kurt reviewing

8. IC Communications
Are your incentive communications working for your
employees?
Do they fully understand both how their incentives work and what
they need to do to maximize their earnings? Are your
communications adding to the motivation that the plan delivers?
Our communication process drives
increased motivation, improved
understanding, & achieves greater
buy-in to your messages
Our research indicates
that 50 to 60%
of salespeople do not
fully understand their
compensation plans or
how to effectively
maximize their earnings
Even the best
compensation and
incentive plans are
only effective if they
are understood and
applied
We design incentive
communications that
significantly increase your
team’s understanding of
their plans and impact their
behavior – leading to
increased buy-in and sales
Our communications combine world-class graphic design,
creative copy, and behavioral science principles to drive
increased motivation, improved understanding, and achieve
greater buy-in to your messages.
We understand how to frame your communications to tap
into the underlying motivational drives and thinking
processes of your employees.

9. IC Communications
Memorable Branding
A unique and powerful brand conveys your
overarching IC strategy and sets the tone
with the sales force.
Impactful Coaches Guides
Detailed information for front-line managers
on how to effectively communicate and
answer questions on your IC and reward
programs with their teams.
Engaging Workshops/Webinars
These workshops go beyond just presenting
the data and engage the emotions of the
people - effectively presenting information in
an understandable and graphically narrative
format.
Detailed Plan Guidebooks
Detailed, legal PDF documents of your plan
– reimagined to be read and utilized, not
languishing in someone’s file folder.
Concise Quick Reference Guides
One to two-page infographics of your IC plan or reward
program that drive increased understanding and buy-in
while leveraging graphics to reduce cognitive load.
Enhanced Pamphlets & Brochures
Excite your team with short, graphical PDF pamphlets that
highlight your reward programs, IC plans, or contests.
Easy to Use Templates
Customized templates in PPT and Word that provide you
with an easy way to build your own communication pieces
enhanced with behavioral science.
Innovative Podcasts
by “Behavioral Grooves”
High-quality, engaging, information rich training podcasts
that are based in behavioral science. Using a podcast
format, organizations can provide their leaders and
employees with both off-the-shelf as well as custom
learning solutions for your IC & reward programs.

10. IC Communications
Vivid Explainer Videos
Fully animated videos that help
explain and communicate big
picture components in an
animated infographic style.
Quick, dynamic, and engaging.
Powerful White
Board Videos
Understand the subject in under
5-minutes. White Board Videos
offer 15% greater recall of
information compared to
standard video.
Cutting Edge
WOW videos
Short, emotional blasts that
engage and excite people -
often used to launch or
introduce a new program &
“generate a buzz.”
First Person
e-Training Videos
Train your employees in new
or existing tools in a unique
format that “puts them in the
driver’s seat”.

11. 4-Drive Workshops
Today’s leaders need to leverage all four motivational drives
that impact their employees, yet, too often, they have not been
provided with the insight or training on how to do this.
With this workshop, your leaders learn how to apply the 4–Drive
Model of Employee Motivation to maximize their team and program
performance.
We are the leading experts in the world on the application of the 4–
Drive Model of Employee Motivation inside organizations.
The 4-Drive Model
of Employee Motivation
Acquire & Achieve
Driven to acquire things,
resources, pleasures
and status
Bond & Belong
Driven to create positive
relationships, engage,
and “fit in”
Challenge & Comprehend
Driven to achieve goals,
attain mastery, learn,
improve and create
Define & Defend
Driven to defend status,
ideas, relationships and define
purpose
Human motivation is
complex, irrational,
and difficult to
unravel. It often
requires years of
study and experience
to understand.
Managers need to
motivate and
engage their teams,
but often do not
have the knowledge
or tools to do so
successfully.
The 4-Drive Model provides
your managers with an easy
to use, customized, science-
backed tool that helps them
diagnose and solve their
employee motivation and
engagement issues.

12. Driving Performance
What Makes Us Unique?
Behavioral Science
We apply scientific
principles to increase
employee motivation
Motivational Experts
We have over 20 years’
experience in motivating
employees
Alignment
We help align all your
programs & stakeholders to
amplify the motivational power
of each other
Holistic Approach
Our focus is on all the
drivers of behavior – not
just money or rewards