Last time we learned to read personality differences in your sales team. Now let's explore something equally important: what actually motivates salespeople to crush their quotas and drive results.

Understanding motivation is like finding each rep's internal engine - the force that drives their persistence and peak performance.

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What gets your top performers most excited about selling?

Scientists have discovered two fundamental types of motivation that drive sales behavior: intrinsic and extrinsic.

Think of intrinsic motivation as coming from within - like internal fuel. Extrinsic motivation comes from outside - like commissions, bonuses, or avoiding consequences.

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Can you guess which type creates more consistent results?

Intrinsic motivation means selling because it feels inherently satisfying. You enjoy building relationships, love solving client problems, or thrive on the challenge of winning deals.

Example: A sales rep who makes extra calls because they're genuinely excited about helping prospects transform their business.

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When have you seen a rep naturally driven to exceed expectations?

Extrinsic motivation means selling for external rewards or to avoid consequences. Commissions, bonuses, contests, rankings, or avoiding missing quota.

Example: Making cold calls only to hit activity metrics and avoid getting called out in team meetings.

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What external motivators drive your team's daily activity?

Here's the surprising research finding: intrinsic motivation is far more powerful and sustainable than extrinsic motivation.

Reps who are intrinsically motivated sell more consistently, handle rejection better, build stronger relationships, and stay longer. The drive comes from within, so it doesn't burn out.

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