Sales Hacker

APRIL 11, 2019

Extrinsically. Her close rate and average revenue per sale are high, but she doesn’t prospect enough. She admitted she didn’t enjoy prospecting and had a hard time sitting down to do it. To solve this problem, we removed prospecting from her role and gave it to someone who loves it. Extrinsically Motivated Salespeople.

Extrinsic 86

Extrinsic Drivers/motivators Intrinsic Commission 86

Openview

FEBRUARY 5, 2018

Extrinsic Motivation. So the motivation I’m going to discuss in this point is less about inspiring speeches and more about extrinsic motivation, which should be designed around goals and rewards. Take their target revenue number and break that into the number of prospects needed, presentations made, etc.

Extrinsic 72

Extrinsic Intrinsic Quota Drivers/motivators 72

SalesLoft

JUNE 20, 2019

I’d love to start at the beginning and understand what you learned about engaging prospects. So it wasn’t even like I could negotiate on contract, my price is my price. If you’re just in there for a commission check, people can sense that. John: I was my first job. Talk about selling a commodity.

Territory 63

Territory Sales Construction Manufacturing 63