This document discusses insights on motivation and how to motivate sales performance. It provides data showing that a large percentage of employees would work harder if better recognized, and are dissatisfied with their current level of recognition. It also notes that companies often take over a month to calculate sales commissions. The document recommends combining different motivational factors like cash incentives, healthy competition, showing achievement progress, and status recognition to most effectively motivate performance. When incentives are applied correctly, companies see benefits like faster revenue growth, shorter sales cycles, lower turnover, and more reps making their quotas.

1. Insights on Motivation

3. Did You Know That…
40% of th e sa le s 17% of th e sa le s
te a m a c h ieve s le ss te a m a c h ieve s
th a n 80% of th eir o ve r 120% of
q u ota ta rg et th eir q u ota ta rg et
43% of th e sa le s
te a m a c h ieve s
80- 20% of th eir
1
q u ota ta rg et

4. How To Know How To Motivate
EMPIRICAL
EXPERIENTIAL
Real
informa=on
Risky
if
nothing
more
coming
out
of
an
automated
system.
Intelligence
that
turns
into
the
right
ACADEMIC
mo=va=ons
and
Necessary,
but
insufficient
behaviors.

5. “
Motivational
Intelligence
™

6. 69%!
D id yo u
k n o w t h at…
… of employees would work harder
if they were better recognized

7. 52%!
Ou r dat a
te l ls u s
t h at…
… employees are not satisfied with
their current level of recognition

8. 62%!
… companies take more than one
month to calculate sales commissions!

9. It takes more
than one
factor to
motivate
performance

10. ACHIEVEMENT
REWARD
MOTIVATION
COMPETITION
STATUS

11. 1.
Cash
Incen=ves
• Begin
with
the
basics
• Focus
your
quotas
on
the
important
REWARD
• Visible
as
the
sales
process
unfolds
ACHIEVEMENT
2.
Healthy
Compe==on
MOTIVATION
• Good
sales
people
enjoy
compe=ng
• Make
sure
you
have
leader
boards
COMPETITION
STATUS

12. 3.
Achievement
• Dashboards
that
show
progress
• Es=mators
showing
how
far
to
go
• REWARD
Selling
(www.hitquota.com)
Social
ACHIEVEMENT
4.
Status
• SPIFS
(Special
Performance
Incen=ves)
MOTIVATION
• President’s
Club
• Social
media
chaXer
COMPETITION
STATUS

13. When Incenting Right…
FASTER
REVENUE
GROWTH
>2x
SHORTER QUICKER
SALES SALES
LOWER CYCLES
SALES
TURNOVER
MORE REPS 37%
MAKE 36%
QUOTA
25%
SOURCE:
Aberdeen
Dec
2011
7%

14. CONTACT US
CONTACT US
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AT:
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