Understanding the Sales Force

SEPTEMBER 8, 2014

Trust me when I say that this is a great article, but before we get to it, I have a few post-vacation links for you. Today, the data shows that no more than 27% of salespeople are what we now call extrinsically motivated. How do you get them to perform when they are interested in things that go beyond a commission check?

Drivers/motivators 101

Drivers/motivators Extrinsic Intrinsic Commission 101

Openview

FEBRUARY 5, 2018

On a personal level, you need to deliver on your promises and show your team that they can rely on you and trust you. 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.

Extrinsic 83

Extrinsic Intrinsic Quota Drivers/motivators 83

Salesmate

JUNE 4, 2021

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. Forgo having a trusted outsider to review your compensation plan for holes.

Drivers/motivators 105

Drivers/motivators Objectives and Key Results Sales Teamwork 105

The 5% Institute

JUNE 15, 2023

It involves a combination of intrinsic and extrinsic factors that fuel their passion and commitment to delivering outstanding results. They possess a natural enthusiasm that attracts customers and builds trust. Extrinsic Motivation Extrinsic motivation stems from external factors such as rewards, recognition, and incentives.

Drivers/motivators 52

Drivers/motivators Extrinsic Intrinsic Objectives and Key Results 52

SalesLoft

JUNE 20, 2019

You gave me this territory that’s been burned to the ground, there’s no way these clients are going to buy from us if I don’t repair some of this trust that’s been fractured here. If you’re just in there for a commission check, people can sense that. So let me do this.’

Territory 63

Territory Sales Construction Up-sell 63

Hubspot

MARCH 25, 2016

Yes, this speech is from a football movie ( Any Given Sunday) , but trust me: This isn't your stereotypical rah-rah-go-get-'em sports speech. Commissions, bonuses, other incentives. According to Dan Pink in his 2009 TED Talk, such extrinsic motivators (a.k.a. 4) Al Pacino: "Inch by Inch" (1999). It's deeper than that.

Drivers/motivators 78

Drivers/motivators Extrinsic Entertainment Sports 78