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. Intrinsic Motivation Intrinsic motivation comes from within and is driven by personal desires, values, and a sense of accomplishment. Understanding the Significance of Sales Motivation 1.1

Drivers/motivators 52

Drivers/motivators Extrinsic Intrinsic Objectives and Key Results 52

Closer's Coffee

OCTOBER 17, 2022

Even more explainable for entry-level salespeople who work in industries with long sales cycles; many months may go by before they get to celebrate with their first commission check. Giving them opportunities to meet smaller, more frequent goals and experience rewards, even non-monetary ones, puts individuals back in the driver seat.

Drivers/motivators 52

Drivers/motivators Intrinsic Sports Teamwork 52

SalesLoft

OCTOBER 30, 2018

Allow 70% of associates to meet or exceed quota. OTE is total cash compensation, inclusive of base salary plus variable commission, paid at 100% quota attainment. For instance, SDRs who conduct discovery calls will expect higher OTE compared to those who primarily book meetings. Attract and retain the best talent.

Quota 52

Quota Intrinsic Commission Drivers/motivators 52

Outreach

FEBRUARY 11, 2022

Salespeople typically receive a commission, but that alone may not keep them energized or happy with their job. Public displays of recognition don't always have to be shout-outs on internal sales meetings , of course. Still others may be more intrinsically motivated, where helping customers and making an impact is enough of a reward.

Drivers/motivators 52

Drivers/motivators Objectives and Key Results Intrinsic Sales 52