Understanding the Sales Force

SEPTEMBER 12, 2017

OMG had been measuring Extrinsic and Intrinsic Motivation in its Sales Force Evaluations and Sales Candidate Assessments and it recently updated its algorithm for measuring total sales motivation. This summer, Objective Management Group (OMG) added and began testing for Altruistic Motivation as one of 3 types of Sales Motivation.

Drivers/motivators 86

Drivers/motivators Extrinsic Intrinsic Sales 86

Openview

FEBRUARY 5, 2018

They’ll be intrinsically motivated to meet your expectations. If you’ve got the first two points down, you’re likely already inspiring your team with what is called intrinsic motivation , which is “behavior that is driven by internal rewards. If you never stop learning, neither will your team. Extrinsic Motivation.

Extrinsic 72

Extrinsic Intrinsic Quota Drivers/motivators 72

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. That translates into leading an SDR or a BDR team. They were making an hourly minimum wage.

Intrinsic 96

Intrinsic Drivers/motivators Quota Consult 96

The 5% Institute

JUNE 15, 2023

It involves a combination of intrinsic and extrinsic factors that fuel their passion and commitment to delivering outstanding results. Intrinsic Motivation Intrinsic motivation comes from within and is driven by personal desires, values, and a sense of accomplishment. Understanding the Significance of Sales Motivation 1.1

Drivers/motivators 52

Drivers/motivators Extrinsic Intrinsic Objectives and Key Results 52

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

Sales Hacker

JANUARY 23, 2023

In sellers’ minds, busy work can satisfy an intrinsic bias toward making life a little more chaotic. But by overcomplicating their schedules and wasting precious time, they hurt their chances of meeting goals, snagging promotions, earning commission, and helping their team thrive. and 5 p.m.

Process 86

Process Cold Call Intrinsic Entertainment 86

Closer's Coffee

OCTOBER 17, 2022

Even more explainable for entry-level salespeople who work in industries with long sales cycles; many months may go by before they get to celebrate with their first commission check. But the gamification process intrinsically creates rewards that employees ‘unlock’. Sales professionals that feel their efforts are recognized.

Drivers/motivators 52

Drivers/motivators Intrinsic Sports Teamwork 52

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

Outreach

FEBRUARY 11, 2022

Salespeople typically receive a commission, but that alone may not keep them energized or happy with their job. Still others may be more intrinsically motivated, where helping customers and making an impact is enough of a reward. Give Public Displays of Recognition.

Drivers/motivators 52

Drivers/motivators Objectives and Key Results Intrinsic 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. And how about you? You have new acronyms. Michaela Lehr: Sure.

Territory 60

Territory Contract Cross-sell Drivers/motivators 60

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 57

Sales Intrinsic Growth Product 57

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 51

Commission Sales Construction Start-ups 51

Hubspot

MARCH 25, 2016

Commissions, bonuses, other incentives. The most recent sociological research suggests that the real key to producing better work is to find intrinsic motivation inside of yourself. 
. I don’t believe we have a professional self from Mondays through Fridays and a real self for the rest of the time.

Drivers/motivators 78

Drivers/motivators Extrinsic Entertainment Sports 78

Salesforce

SEPTEMBER 25, 2024

I’ve found that many people who are drawn to sales are intrinsically motivated to hit high sales numbers because they’re competitive and like to win. Write out your commission plan on paper. A good rule of thumb is to consider whether someone could work out their commission rate with just a calculator.

Commission 97

Commission Drivers/motivators Territory Sales 97