Understanding the Sales Force

SEPTEMBER 12, 2017

This summer, Objective Management Group (OMG) added and began testing for Altruistic Motivation as one of 3 types of Sales Motivation. Sales Motivation is one of the 21 Sales Core Competencies OMG measures. You can read more about that here.

Drivers/motivators 85

Drivers/motivators Extrinsic Intrinsic Sales 85

Outreach

FEBRUARY 11, 2022

How many times have you wished there was a killer speech or inspirational video you could share with your salespeople that would give them all the motivation they need to crush their monthly numbers? Salespeople typically receive a commission, but that alone may not keep them energized or happy with their job. You can get creative!

Drivers/motivators 52

Drivers/motivators Objectives and Key Results Intrinsic Sales 52

Openview

FEBRUARY 5, 2018

As John Greene at PhoneBurner put it: “Sales managers must take ownership of the success or failure of their sales team…As the leader of your business unit, it’s your job to educate , motivate , and provide a productive workplace…This is critical for your company’s growth and success.”. Ownership, educate, motivate, and provide.

Extrinsic 72

Extrinsic Intrinsic Quota Drivers/motivators 72

Understanding the Sales Force

AUGUST 13, 2013

True or False: Base salary is usually more important than % of commission. Extrinsically motivated salespeople will thrive on a low base and high commission plan while intrinsically motivated salespeople will perform more effectively on a high base with small commission plan.

Extrinsic 108

Extrinsic Commission Intrinsic Drivers/motivators 108

Sales Hacker

NOVEMBER 9, 2021

All of my employees were college kids who weren’t making commissions. I had to tap into their intrinsic motivation and communicate a common goal, all so they could understand the importance and value of their contribution. I really learned from him how to really focus on vision, disseminating it to motivate a team.

Intrinsic 92

Intrinsic Drivers/motivators Quota Consult 92

SalesLoft

JULY 16, 2019

Why does a commission-based comp plan lead to lazy management? KD: More and more I believe Commission’s are played out. I believe commission plans lead to lazy management, where managers are hoping that the comp plan gets the behaviors that they want. Jeremey: Why does a commission-based comp plan cause lazy management?

Commission 53

Commission Intrinsic Drivers/motivators Inside sales 53

SalesLoft

OCTOBER 30, 2018

OTE is total cash compensation, inclusive of base salary plus variable commission, paid at 100% quota attainment. Intrinsic benefits: If you have strong intrinsic benefits – a great brand, a strong culture, an outstanding training program, clear career progression – then you may be able to get away with paying lower OTE.

Quota 52

Quota Intrinsic Commission Sales 52

SaaStr

AUGUST 27, 2019

This will include diving into the pros and cons of the various comp design models, including MBOs, detailed incentive structures and flat commission rate payouts, as well as the nuance between using comp design as a motivational factor but not as a substitute for good management. So let’s have our panelists flip their cards now.

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

SaaStr

OCTOBER 8, 2019

They’re intrinsically just having their mind that they might not be in sales two, three years from now, which just makes them way more adept at taking on different functions in the company and, of course, eventually having a head of sales versus what’s otherwise common. They want to go into BizOps, they want to become a GM.

Sales 52

Sales Intrinsic Growth Product 52

SaaStr

FEBRUARY 8, 2019

Does Bridget believe that you should pay sales rep commissions on services revenue? Should one pay the same or lower commissions on renewals? How does one structure commissions for the sales team with that in mind? Or if you need someone who’s intrinsically motivated. Should multi-year deals be paid upfront?

Commission 47

Commission Sales Construction Start-ups 47

Hubspot

MARCH 25, 2016

Let's face reality: It's hard, if not impossible, to feel motivated all the time. look, I'll admit it: Motivational speeches aren't really my thing. So in lieu of writing you one, I've found 16 of the greatest motivational speeches from across the worlds of business, sports, entertainment, and more.

Drivers/motivators 78

Drivers/motivators Extrinsic Entertainment Sports 78

Salesforce

SEPTEMBER 25, 2024

So, how can you motivate your team to meet and exceed their goals? Figuring out the best sales incentives structure to motivate your reps can make a big difference in some cases — helping them come to work energized and eager to get results. This can help keep top performers motivated even after they achieve their original goal.

Commission 97

Commission Drivers/motivators Territory Sales 97