Sales Hacker

APRIL 11, 2019

People are motivated in one of three ways: Intrinsically. With this approach, you won’t need to develop creative ways to get them to want to sell more. Intrinsically Motivated Salespeople. Intrinsic motivation stems from feeling accomplished through personal reward rather than rewarded through external means, like money.

Extrinsic 87

Extrinsic Drivers/motivators Intrinsic Commission 87

Sales Hacker

JANUARY 23, 2023

It’s more thrilling to come up with conspiracy theories for why cryptids exist than to admit that even with all our digital cameras and technologies, we still don’t have a Bigfoot selfie. That’s a fantastic statistic — but you can’t work those odds if you aren’t picking up the phone. It’s relevant today because people still resist it.

Process 79

Process Cold Call Intrinsic Entertainment 79

Understanding the Sales Force

AUGUST 13, 2013

True or False: Base salary is usually more important than % of commission. Extrinsically motivated salespeople will thrive on a low base and high commission plan while intrinsically motivated salespeople will perform more effectively on a high base with small commission plan. The answers are False, False, True and False.

Extrinsic 107

Extrinsic Commission Intrinsic Drivers/motivators 107

SaaStr

FEBRUARY 8, 2019

Before Logz, Bridget was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. How does the successful profile of a sales rep depend on (1) whether you are selling to SMB or enterprise? (2) Does Bridget believe that you should pay sales rep commissions on services revenue? 2) The stage of the company?

Commission 45

Commission Sales Construction Start-ups 45

SaaStr

OCTOBER 8, 2019

After all it’s likely they know the product the best, and they can use customer feedback to measure market fit. We can actually bring them up on a slide here as well. Typically founders are the first sales people. However, at some point a founder needs to hire a sales team. Olof Mathe: Yeah, I’d love to.

Sales 50

Sales Intrinsic Growth Product 50

Outreach

FEBRUARY 11, 2022

While it would be nice if it were that easy, experienced managers know that it takes more than spirited pep talks and YouTube to keep people fired up. Salespeople typically receive a commission, but that alone may not keep them energized or happy with their job. Doing so can inspire more reps to take it up a notch!

Drivers/motivators 52

Drivers/motivators Objectives and Key Results Intrinsic Sales 52

SaaStr

AUGUST 27, 2019

This will include diving into the pros and cons of the various comp design models, including MBOs, detailed incentive structures and flat commission rate payouts, as well as the nuance between using comp design as a motivational factor but not as a substitute for good management. So next up an early sales team.

Territory 52

Territory Contract Cross-sell Drivers/motivators 52