Sales and Marketing Management
NOVEMBER 22, 2017
Author: Tim Houlihan Why we don’t know what motivates us best. You may be a seasoned sales manager, fatigued by trying to come up with innovative ways to motivate your reps. Whatever your situation, like most sales managers, you’ll likely end up asking your reps what would motivate them for the next sales contest. Don’t do it.
Sales and Marketing Management
MARCH 7, 2018
Author: Tim Houlihan Kurt Nelson recently leveraged the 4-Drive Model with a global pharmaceutical firm that needed to revamp their sales incentive trips. However, the firm wanted to dial down public perception without sacrificing motivation for the reps. People who earned were treated with tremendous respect within the organization.
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Sales and Marketing Management
SEPTEMBER 17, 2017
Example: A global pharmaceutical manufacturer uses 3 to 4 percent of base pay for spurts and 7 to 8 percent when introducing new products to the market. Change reward type: Truth: $200 in cash does not have the same motivational power as a $200 gift card or a $200 watch. The $200 cash will pay bills and be forgotten quickly.
Sales and Marketing Management
MARCH 8, 2018
Originally developed by Paul Lawrence, PhD and Nitin Nohria, PhD while at Harvard University, the 4-Drive Model is a framework for understanding motivation at its root. The model satisfies a wide variety of motivations so everyone on your team will be engaged. A note of appreciation can generate more motivation than a big check.”.
Sales Training Connection
OCTOBER 6, 2014
The importance of middle managers can be especially significant in industries and fields that value innovation, like computer games, software, consulting, biotech and marketing, according to Mollick. And the findings … The percent of managers most motivated by: The type of work they do — 37 percent. Leading others — 21 percent.
Sales and Marketing Management
SEPTEMBER 17, 2017
Example: A global pharmaceutical manufacturer uses 3 to 4 percent of base pay for spurts and 7 to 8 percent when introducing new products to the market. Change reward type: Truth: $200 in cash does not have the same motivational power as a $200 gift card or a $200 watch. The $200 cash will pay bills and be forgotten quickly.
Sales and Marketing Management
JULY 19, 2018
Alec Baldwin’s iconic turn as a fire-breathing sales manager delivers the most anti-motivating motivational sales speech in movie history. Martin worked as a field rep with Pfizer Pharmaceuticals before making the transition to enterprise software sales, business consulting, and launching two start-ups in healthcare.
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