"Sales Reps are just coin-operated machines. Pay them to get results." It’s a common phrase we hear frequently from sales leaders. And it's true that historically most companies have compensated reps this way. But today’s sales reps aren’t entirely motivated by money. Recent studies show that less than 30% of reps are exclusively motivated extrinsically. Reps that are extrinsically motivated perform in order to earn a reward and/or avoid punishment. These types of people are driven strongly by financial rewards. Which is why variable comp has played such a big part of most incentive plans. The potential for large upside earnings was thought to motivate the right behaviors.
How To Motivate Sales Reps "Sales Reps are just coin-operated machines. Pay them to get results." It’s a common phrase w...
Many of us use this time each year to reflect on our sales goals for the next 12 months. These objectives can be both pe...
Family, food, football. There are a lot of traditions that come with the Thanksgiving holiday. Of course, the most impor...
Sales is a lot like football. On any given day, a well-executed game plan can let a sales rep sell just about anything. ...
4 Ways Sales Reps Can Maximize Their Time With Customers A recent 2017 Sales Benchmark report had some eye-catching stat...
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