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Motivating sales people with purpose, mastery and autonomy

sales team performance

So sales people aren’t coin-operated after all. This post from last week on forbes.com speaks to the point we often make in sales workshops that motivating sales people is so often exclusively around payplan, bonus etc. as if they are 100% coin-operated. Dan Pink in his book Drive speaks of purpose, mastery and autonomy being the source of motivation in cognitively complex jobs but this is the first thing I’ve read specifically about selling.

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