Tim Houlihan April 3, 2019 Leadership Busting Incentive Myths Part II: Focus on Top Performers Tim Houlihan April 3, 2019 Leadership According to incentive industry research, a "top 20%" rule only engages about 35% of the reps – the rest disconnect because they don't envision themselves as having a chance. Disconnected reps are the enemy. Keep them connected by using good rules.