Sales Hacker

APRIL 11, 2019

Extrinsically. Her close rate and average revenue per sale are high, but she doesn’t prospect enough. She admitted she didn’t enjoy prospecting and had a hard time sitting down to do it. To solve this problem, we removed prospecting from her role and gave it to someone who loves it. Extrinsically Motivated Salespeople.

Extrinsic 100

Extrinsic Drivers/motivators Intrinsic Commission 100

SalesLoft

OCTOBER 9, 2018

Were I focused on the inputs, I would have fleshed out the issue tree to include facets of intrinsic and extrinsic motivation. That said, our sales development reps can and do engage prospects above and beyond the minimum required. Second, our top performing reps were more consistent about leveraging referrals from senior co-workers.

Extrinsic 52

Extrinsic Intrinsic A/B testing Contact 52

SalesLoft

JUNE 20, 2019

I’d love to start at the beginning and understand what you learned about engaging prospects. And that’s going to wax and wane based on not just the extrinsic piece, right? Jeremey: I mentioned that I very much view you as a sales professional who trains as opposed to a sales trainer. John: I was my first job.

Territory 63

Territory Sales Construction Up-sell 63