money motivated salespeople

  • How Many of Your Salespeople are Receiving Welfare?

    • January 9, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Money motivation tends to be very confusing to people but there is a huge distinction between being motivated to perform versus feeling entitled to more money.  What do you have on your sales force?

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  • The Top 5 Factors to Predict Sales Turnover

    • March 5, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Here are the Top Five Factors to Predict Sales Turnover / Longevity

    The most important factor in predicting sales longevity is

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  • What We Think about Sales Motivation is All Wrong

    • September 16, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Arno was kind enough to point my attention to this great video presentation from Dan Pink on the science of motivation. 

    Dan uses science, examples and case histories to tell us that almost everything we thought about motivation is wrong….or is it?

    He never mentioned sales, selling, the sales force and salespeople specifically, but we do know that he said this:

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  • Cultural Differences with a Sales Force Evaluation

    • April 21, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I was in New Orleans speaking at the Gazelles Coaches Summit, a prelude to the Fortune Magazine Sales Summit. I was asked a question about cultural differences with the Sales Force Evaluation: Is the lack of Money Motivation on an entire sales force in Ireland a cultural difference? My questioner went on to say that the good people of Ireland, when asked if they would like a cup of tea, need to be asked three times before they’ll say yes – even though they really want that cup of tea.

    The Money Motivation issue has only three possible outcomes:

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