You've learned about intrinsic versus extrinsic motivation, plus the three key drivers: autonomy, mastery, and purpose. Now let's practice identifying these patterns in real sales team scenarios.
The better you get at spotting motivation types, the more effectively you can lead each salesperson.
Engagement Message
Which motivation type do you think drives your top performers most?
Type
Swipe Left or Right
Practice Question
Identify whether each scenario shows intrinsic or extrinsic motivation. Swipe each sales example to the correct category.
Labels
- Left Label: Intrinsic
- Right Label: Extrinsic
Left Label Items
- Maria stays late perfecting her product pitch because she loves the challenge
- Jake builds relationships with prospects even when deals take months
- Anna researches customer industries because she enjoys solving their problems
- Ryan practices objection handling because he finds it intellectually stimulating
Right Label Items
- Ben only makes extra calls during commission bonus periods
- Kelly pursues leads aggressively only when her manager tracks activity
- Sam attends training sessions solely for certification requirements
- Taylor focuses on accounts only when quota deadline approaches
Type
Multiple Choice
Practice Question
Rachel reads sales books during lunch, practices her presentations at home, and constantly asks for feedback on her closing techniques. Her primary motivational driver is most likely:
A. Autonomy - she wants territory independence B. Mastery - she wants to improve her skills C. Purpose - she wants to help customers D. Extrinsic - she wants higher commissions
Suggested Answers
- A
