Understanding the Sales Force

SEPTEMBER 8, 2014

Today, the data shows that no more than 27% of salespeople are what we now call extrinsically motivated. But what about those who are intrinsically motivated - those who are motivated by satisfaction, fulfillment, praise and recognition. Lower Priced Competitors. Even the name has changed! They want to change the world.

Drivers/motivators 101

Drivers/motivators Extrinsic Intrinsic Commission 101

ConversionXL

MAY 5, 2016

This makes sense in a traditional economic way, where less supply and more demand drives up prices. There are are generally two types of scarcity you can use to increase sales: Quantity-related scarcity (2 seats left at this price). We’ve all been victims of scarcity principle (“only 4 seats left at this price!”) Image Source.

Extrinsic 80

Extrinsic Sports Sales Intrinsic 80

Highspot

MARCH 9, 2022

Set inspirational SMART goals and spark intrinsic motivation in their sales reps to achieve those goals. It can if you have a team of true self-starters that are intrinsically motivated to improve their performance and take charge in decision-making. Sales Managers. As a result, there’s a risk that growth will slow or stop altogether.

Intrinsic 95

Intrinsic Technique Cross-sell Sales 95

ConversionXL

JANUARY 5, 2016

Any incentive you offer can potentially change your visitors’ motivation from intrinsic to extrinsic, meaning their buying and use becomes dependent on the incentive. How to Use It: If you are in a market with stiff competition, encourage comparison (price, product features, packaging, etc.) whenever possible.

Technique 90

Technique Conversion Extrinsic Intrinsic 90