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. OMG is able to differentiate between intrinsically motivated and extrinsically motivated salespeople, but how do you manage those who are intrinsically motivated? Lower Priced Competitors. Even the name has changed!

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

But extrinsic motivators aren’t enough to consistently motivate sales reps, so this shouldn’t be your sole or primary leadership style. pains and gains), product positioning, market conditions, competitors (current and future), and pricing. Does it Work? To a certain extent. 8 Top Skills that Effective Sales Leaders Have.

Intrinsic 95

Intrinsic Technique Cross-sell Sales 95

SalesLoft

JUNE 20, 2019

So it wasn’t even like I could negotiate on contract, my price is my price. And that’s going to wax and wane based on not just the extrinsic piece, right? Talk about selling a commodity. Copiers are about as commodity as it comes. I also sold to the government.

Territory 63

Territory Sales Construction Up-sell 63

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