Score More Sales

MARCH 28, 2014

In sales we are all motivated either intrinsically or extrinsically. Extrinsic motivation is money, public recognition, prizes, and rewards. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

Extrinsic 80

Extrinsic Intrinsic Drivers/motivators Sales 80

SalesLoft

OCTOBER 9, 2018

For almost a decade, I had the good fortune of working for former McKinsey consultants. Let’s look at optimizing outbound sales development representative (SDR) performance using an issue tree. Were I focused on the inputs, I would have fleshed out the issue tree to include facets of intrinsic and extrinsic motivation.

Extrinsic 52

Extrinsic Intrinsic A/B testing Contact 52

Salesmate

JUNE 4, 2021

However, sometimes, extrinsic motivation can be provided to the person for him to complete a task. Sales reps will always be needed as a part of the consultative process to listen to the prospects’ needs, identify pain points and provide a viable solution. Is it enough to offer pure cash rewards to every sales representative?

Drivers/motivators 105

Drivers/motivators Objectives and Key Results Teamwork Non-Profits 105

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 75

Drivers/motivators Objectives and Key Results Extrinsic Gambling 75