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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.
However, sometimes, extrinsic motivation can be provided to the person for him to complete a task. To make this incentive work, you can set up a clear commission structure that helps the sales reps focus on a specific goal. Motivation is not something that is easily found by all. This is the main reason why cash prizes work.
In her TED talk, Michelle Ryan teaches us about the complexities involved in these decisions and presents cutting-edge research into ambition and work-life balance across the gender divide. Most managers' general line of thinking is this: If we want people to perform better, we reward them -- with bonuses, vacations, commissions, and so on.
Of course, when you've got a deadline looming, or a big presentation coming up, and your coworkers (and/or customers) are depending on you, taking a brain vacation isn't really an option. Commissions, bonuses, other incentives. According to Dan Pink in his 2009 TED Talk, such extrinsic motivators (a.k.a.
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