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

criteria for success

APRIL 15, 2021

Is that second type just bad at selling? Salespeople that are intrinsically (or internally) motivated are driven to achieve their goals for personal satisfaction. These preferences are independent of intrinsic or extrinsic motivation. These reps can be more easily distracted or lose focus. What causes this? The 4 Dimensions.

Drivers/motivators 75

Drivers/motivators Extrinsic Intrinsic Commission 75

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

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 108

Extrinsic Commission Intrinsic Drivers/motivators 108

Understanding the Sales Force

SEPTEMBER 8, 2014

But what about those who are intrinsically motivated - those who are motivated by satisfaction, fulfillment, praise and recognition. OMG is able to differentiate between intrinsically motivated and extrinsically motivated salespeople, but how do you manage those who are intrinsically motivated? Even the name has changed!

Drivers/motivators 101

Drivers/motivators Extrinsic Intrinsic Commission 101

Sales Hacker

JANUARY 23, 2023

Eat That Frog” & complexity bias — e.g., how your selling day gets lost on unproductive activity Have you ever avoided making a cold call in favor of writing emails, answering DMs, or creating proposals? In sellers’ minds, busy work can satisfy an intrinsic bias toward making life a little more chaotic.

Process 79

Process Cold Call Intrinsic Entertainment 79

SaaStr

FEBRUARY 8, 2019

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? Should one pay the same or lower commissions on renewals? How does one structure commissions for the sales team with that in mind?

Commission 45

Commission Sales Construction Start-ups 45