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 85

Drivers/motivators Extrinsic Intrinsic Sales 85

Women Sales Pros

JUNE 14, 2019

Remember you have sellers who are extrinsically motivated that like dollar awards and actual prizes but you also have sellers who are intrinsically motivated and prefer time off to help a non-profit or who would prefer lunch with the CEO for example. What would be an amazing reward?

Extrinsic 96

Extrinsic Intrinsic Non-Profits Drivers/motivators 96

Hubspot

OCTOBER 31, 2015

There are two fundamental types of motivation -- extrinsic and intrinsic. When you’re extrinsically motivated , you’re driven to act because of external incentives, like money, recognition, or praise. The intrinsic-extrinsic dichotomy is further explored in the push-pull theory of motivation. 2) Find your “why.”.

Drivers/motivators 78

Drivers/motivators Extrinsic Intrinsic Sports 78

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? Even the name has changed! They want to change the world.

Drivers/motivators 101

Drivers/motivators Extrinsic Intrinsic Commission 101

Hubspot

JUNE 8, 2015

These extrinsic business operations may be hurting more than they're helping. While businesses currently do a lot to encourage their employees to chase money, a promotion, or a prize, there isn't enough being done to foster a true sense of pride and satisfaction.

Drivers/motivators 78

Drivers/motivators Extrinsic Intrinsic Promote 78

Hubspot

JULY 23, 2014

3) Extrinsic Motivation. Extrinsic motivation. Extrinsic motivation is when we perform specific behaviors in order to receive external rewards. They will be more likely to share that tweet with their followers. This tweet received 175 clicks. If you''re here on Twitter, you may be interested in how to write a tweet.

Extrinsic 78

Extrinsic Drivers/motivators Construction High impact 78

Openview

FEBRUARY 5, 2018

Extrinsic Motivation. So the motivation I’m going to discuss in this point is less about inspiring speeches and more about extrinsic motivation, which should be designed around goals and rewards. If you never stop learning, neither will your team. Great salespeople tend to be results driven.

Extrinsic 72

Extrinsic Intrinsic Quota Drivers/motivators 72

Anthony Cole Training

MAY 30, 2013

With this in mind, I don''t want to focus on MONEY as the motivator, BUT I don''t want to totally discount the idea either - Money DOES help people achieve the other extrinsic motivators that are important to them. But it is the actual goals of the individuals that provide the motivation for earning more money.

Extrinsic 182

Extrinsic Drivers/motivators Sales Strategize 182

Score More Sales

MARCH 28, 2014

In sales we are all motivated either intrinsically or extrinsically. Extrinsic motivation is money, public recognition, prizes, and rewards. According to the Harvard Business Review , more progressive companies have found that by focusing on what motivates individual sellers in a sales team, better results happen.

Extrinsic 80

Extrinsic Intrinsic Drivers/motivators Sales 80

Anthony Cole Training

MAY 30, 2013

With this in mind, I don''t want to focus on MONEY as the motivator, BUT I don''t want to totally discount the idea either - Money DOES help people achieve the other extrinsic motivators that are important to them. But it is the actual goals of the individuals that provide the motivation for earning more money.

Extrinsic 145

Extrinsic Drivers/motivators Sales Strategize 145

Understanding the Sales Force

AUGUST 13, 2013

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. Splits - Once again, you''ll need to move away from the one-size-fits-all comp plan.

Extrinsic 108

Extrinsic Commission Intrinsic Drivers/motivators 108

Anthony Cole Training

MAY 30, 2013

With this in mind, I don''t want to focus on MONEY as the motivator, but I don''t want to totally discount the idea either - Money DOES help people achieve the other extrinsic motivators that are important to them. However, it is the actual goals of the individuals that provide the motivation for earning more money.

Extrinsic 120

Extrinsic Drivers/motivators Sales Up-sell 120

Hubspot

JANUARY 23, 2019

Research suggests intrinsically motivated employees produce a higher quality of work than extrinsically motivated employees. One of the most important -- and common -- traits hiring managers typically vet for in candidates is their intrinsic motivation.

Drivers/motivators 72

Drivers/motivators Intrinsic Extrinsic Process 72

Closer's Coffee

SEPTEMBER 10, 2019

By contrast, a typical sales manager would most likely use extrinsic methods of motivation, enforcing and reinforcing the carrot-and-stick approach. For example, a visionary leader would explain to their team why they should be hitting their sales targets , and would also ensure that outcomes are tied to intrinsic motivation.

Extrinsic 45

Extrinsic Intrinsic Construction Sales 45

A Sales Guy

NOVEMBER 8, 2012

Performance oriented people are motivated by extrinsic drivers. So, who’s the better sales person? Overtime, it’s David. Marybeth will crash. Her focus on performance is not sustainable. As much as their satisfaction and motivation are influenced by performance, they become discouraged with lack of performance.

Drivers/motivators 112

Drivers/motivators Extrinsic Intrinsic Quota 112

Sales Hacker

DECEMBER 5, 2022

If you do it correctly, you’ll reap many rewards, intrinsic and extrinsic. But ultimately this process is challenging for any org, no matter the size. Change is hard in the beginning, messy in the middle and gorgeous in the end. This is why I created Xebra Consulting.

Extrinsic 83

Extrinsic Intrinsic CRM Meeting 83

Hubspot

JUNE 21, 2018

Intrinsic motivation is a more powerful force than extrinsic motivation, which drives you to act because of incentives like money, recognition, or praise. And even if you love everything about your job, the daily grind can make it hard to keep your eye on the prize all the time.

Drivers/motivators 101

Drivers/motivators Intrinsic Extrinsic Start-ups 101

Understanding the Sales Force

MAY 6, 2012

I'll skip over Intrinsic motivation (pride, mastery, satisfaction, recognition, love of the work) and go straight to extrinsic motivation (awards, rewards, money, trips, spiffs, bonuses) and specifically, money motivation. I've written many articles about Sales Motivation but let's take a slightly different path today.

Drivers/motivators 76

Drivers/motivators Extrinsic Intrinsic Legal 76

Understanding the Sales Force

JANUARY 16, 2012

The person in the second scenario is not money motivated, also known as not extrinsically motivated. Objective Management Group's Sales Candidate Assessment has two findings that can help you flag the potential for this frustrating scenario. Instead, this person is intrinsically motivated.

Intrinsic 78

Intrinsic Extrinsic Drivers/motivators Inside sales 78

ConversionXL

MAY 5, 2016

But your product’s extrinsic value matters, too. Extrinsic value is imposed on a product or service, which basically is what marketing is all about.”. Conclusion. Scarcity is a powerful principle, but like everything, it is dependent on execution.

Extrinsic 80

Extrinsic Sports Sales Intrinsic 80

Hubspot

NOVEMBER 6, 2018

Research suggests intrinsically motivated employees produce a higher quality of work than extrinsically motivated employees do. One of the most important (and common) traits hiring managers typically look for in candidates is their intrinsic motivation.

Intrinsic 96

Intrinsic Extrinsic Drivers/motivators Pitch 96

Hubspot

AUGUST 19, 2016

One analysis cited found that incentives targeting extrinsic motivations actually had a negative impact on employees' intrinsic motivation -- and this was particularly true where job tasks are interesting rather than boring. They found little correlation between pay and job satisfaction. More money does not equal more motivation.

Intrinsic 51

Intrinsic Drivers/motivators Extrinsic Construction 51

Hubspot

AUGUST 6, 2014

As I mentioned in another blog post on the psychology of Twitter engagement , people are extrinsically motivated to click on tweets that offer something of value for them. For @HubSpot, tweets with statistics received 5.4% more retweets than the average for the month of May, but 32.7% less clicks per tweet than the average.

Extrinsic 78

Extrinsic Presentation Follow-up Strategize 78

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. High activity is mostly a matter of will, a factor that has its own inputs and outputs. In contrast, high effectiveness results mostly from skill.

Extrinsic 52

Extrinsic Intrinsic A/B testing Contact 52

Hubspot

FEBRUARY 13, 2016

Intrinsic motivation is a more powerful force than extrinsic motivation, which drives you to act because of incentives like money, recognition, or praise. And even if you love everything about your job, the daily grind can make it hard to keep your eye on the prize all the time.

Drivers/motivators 53

Drivers/motivators Product Intrinsic Extrinsic 53

Hubspot

FEBRUARY 13, 2016

Intrinsic motivation is a more powerful force than extrinsic motivation, which drives you to act because of incentives like money, recognition, or praise. And even if you love everything about your job, the daily grind can make it hard to keep your eye on the prize all the time.

Product 53

Product Intrinsic Extrinsic Drivers/motivators 53

Hubspot

FEBRUARY 5, 2016

And yet, so many businesses build their operating systems entirely around those extrinsic motivators. The incentives managers think will sharpen employees' thinking and accelerate their creativity actually does the opposite: dulls thinking, and blocks creativity.

Extrinsic 57

Extrinsic Drivers/motivators Commission Presentation 57

Salesmate

JUNE 4, 2021

However, sometimes, extrinsic motivation can be provided to the person for him to complete a task. Motivation is not something that is easily found by all. It’s the matter of personal choices and the matter at hand that makes a person decide whether he’s interested in that work or not.

Drivers/motivators 105

Drivers/motivators Objectives and Key Results Teamwork Sales 105

Hubspot

OCTOBER 17, 2017

Dense, long-winded writing that meets the intrinsic needs of the author, rather than the extrinsic needs of the reader, won’t get read. Reading is hard, you know. It takes energy and concentration and time, all finite resources. Writing should deliver value, quickly, to the audience. The author’s personal satisfaction is irrelevant.

Extrinsic 78

Extrinsic Intrinsic Cross-sell Entertainment 78

Hubspot

MARCH 7, 2019

Second, because there are extrinsic motivations that vary depending on the role. You might use motivation, then, as the final piece to the puzzle. First, because personality can influence intrinsic motivation. For instance, my personality makes me inherently a "getting along" type of person.

Drivers/motivators 77

Drivers/motivators Objectives and Key Results Extrinsic Gambling 77

Hubspot

FEBRUARY 28, 2016

The yin and yang of intrinsic versus extrinsic. For every minute you allow a person to continue holding a seat when you know that person will not make it in the end, you're stealing a portion of his life, time that he could spend finding a better place where he could flourish.' - Jim Collins". Here’s a cool story about cats.

Extrinsic 53

Extrinsic Intrinsic Trust Territory 53

SalesLoft

JUNE 20, 2019

And that’s going to wax and wane based on not just the extrinsic piece, right? It may impact their performance – even though they’re an expert as they’ve ever been at selling that thing – by virtue of the fact that they’re bored, I suppose, it impacts their ability to sell that thing.

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. If buying and using your product is a physical task, incentivizing behavior will work well and you can offer high incentives without fear of backfire.

Technique 90

Technique Conversion Extrinsic Intrinsic 90

Hubspot

JULY 30, 2018

But psychological research tells us that extrinsic motivation, like financial rewards, wears off in the long-term and even diminishes your employee’s intrinsic motivation to succeed at work. Transactional managers use incentives and rewards -- like bonuses and stock options -- to motivate their employees to carry out their commands.

Extrinsic 78

Extrinsic Intrinsic Drivers/motivators Sports 78

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. Does it Work? To a certain extent. 8 Top Skills that Effective Sales Leaders Have.

Intrinsic 95

Intrinsic Technique Cross-sell Sales 95

Hubspot

MARCH 25, 2016

According to Dan Pink in his 2009 TED Talk, such extrinsic motivators (a.k.a. It is all professional and it is all personal, all at the very same time.". 9) Dan Pink: "The Puzzle of Motivation" (2009). Commissions, bonuses, other incentives. in the business world, these are the things that motivate people, right?

Drivers/motivators 78

Drivers/motivators Extrinsic Entertainment Sports 78