Hubspot

JULY 30, 2018

Growing up, a few of my baseball coaches were some of the most ruthless and demanding people I’ve ever met. Since businesses actually have to make money, and not just win a few games, I was scared to mess up. Managers who keep mulling over a decision even after consulting their whole team about it can slow down progress.

Extrinsic 78

Extrinsic Intrinsic Drivers/motivators Sports 78

Sales Hacker

DECEMBER 5, 2022

I was the second employee at Outreach and if it had a Jheri Curl, I’ve been following the drip for the last 7 years. After analyzing thousands of Outreach instances from SMB to enterprise, I’ve noticed I end up giving similar advice to many users. If you do it correctly, you’ll reap many rewards, intrinsic and extrinsic.

Extrinsic 102

Extrinsic Intrinsic CRM Meeting 102

Salesmate

JUNE 4, 2021

A sales incentive is a reward/compensation (cash or non-cash) that’s given to a salesperson for performing up to a level, mainly for selling a particular amount of goods or services. In simple terms, sales incentives are something that motivates your team to wake up in the morning and get to work. Split incentives .

Drivers/motivators 105

Drivers/motivators Objectives and Key Results Teamwork Sales 105

SalesLoft

OCTOBER 9, 2018

For almost a decade, I had the good fortune of working for former McKinsey consultants. One could start a level up at ‘Meet/exceed targets for meetings held’ or two levels up at ‘Meet/exceed targets for sales qualified opportunities’ or higher still. Statistically speaking, rep performance roughly follows a normal distribution.

Extrinsic 52

Extrinsic Intrinsic A/B testing Contact 52

Hubspot

MARCH 7, 2019

To examine the concept of personality assessments as a recruitment and on-boarding tool, I spoke with Dr. Greg Barnett, who has a PhD in Industrial/Organizational Psychology, has consulted almost half of the Fortune 500 companies in the personality assessment domain, and is now the Head of Science at the Predictive Index.

Drivers/motivators 78

Drivers/motivators Objectives and Key Results Extrinsic Gambling 78

SalesLoft

JUNE 20, 2019

I ended up buying a bunch of those for like a buck a pumpkin or whatever, then bringing them home and painting little cartoon figures on them. It’s called, ‘I Want to Be in Sales When I Grow Up.’ Because no kid when asked, ‘hey, what do you want to be when you grow up?’ So I’m pretty excited.

Territory 63

Territory Sales Construction Up-sell 63