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.
Understanding the Sales Force
DECEMBER 16, 2019
TWO: While there are certainly nuances that influence how selling changes based on the target audience and complexity, selling is essentially the same whether it is technology, pharmaceuticals, capital equipment, financial services, cars, components, accounting or any of 200 other industries. EIGHT: Salespeople must be willing work hard.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
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.
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
Insigniam asked middle managers to think about what they find most motivating in the job environment, whether external factors that encourage top results or internal motivations that give them drive to succeed. And the findings … The percent of managers most motivated by: The type of work they do — 37 percent.
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.
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.
Expert insights. Personalized for you.
191 
Let's personalize your content