Insights on Motivation

43% of the sales team achieves

80-120% of their quota target

Did You Know That…

17% of the sales team achieves over 120% of

their quota target

40% of the sales team achieves less than 80% of their

quota target

How To Know How To Motivate

ACADEMIC  Necessary,  but  insufficient  

EMPIRICAL  Real  informa=on  coming  out  of  an  automated  system.  Intelligence  that  turns  into  the  right  mo=va=ons  and  behaviors.  

EXPERIENTIAL  Risky  if  nothing  more  

“ Motivational Intelligence™

… of employees would work harder if they were better recognized

69%!

Did you know that…

… employees are not satisfied with their current level of recognition

52%!

Our data tells us that…

World  at  Work  survey  

62%!

… companies take more than one month to calculate sales commissions!

It takes more than one factor to motivate performance

REWARD

COMPETITION

MOTIVATION

STATUS

ACHIEVEMENT

REWARD

COMPETITION

MOTIVATION

STATUS

ACHIEVEMENT

1.  Cash  Incen=ves  •  Begin  with  the  basics  •  Focus  your  quotas  on  the  important  •  Visible  as  the  sales  process  unfolds  

         2.  Healthy  Compe==on  •  Good  sales  people  enjoy  compe=ng  •  Make  sure  you  have  leader  boards  

REWARD

COMPETITION

MOTIVATION

STATUS

ACHIEVEMENT

3.  Achievement  •  Dashboards  that  show  progress  •  Es=mators  showing  how  far  to  go  •  Social  Selling  (www.hitquota.com)  

       4.  Status  •  SPIFS  (Special  Performance  Incen=ves)  •  President’s  Club  •  Social  media  chaXer  

When Incenting Right…

>2x

7%

36% 37%

25%

FASTER REVENUE GROWTH

MORE REPS MAKE

QUOTA

SHORTER SALES

CYCLES

QUICKER SALES

LOWER SALES

TURNOVER

SOURCE:    Aberdeen  Dec  2011  

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