We've learned to observe personalities and adapt our approach. Now let's tackle the most crucial element of sales engagement: motivation.

There are two fundamentally different types of motivation driving your salespeople. Understanding this difference will transform how you lead your sales team.

Engagement Message

Have you ever wondered why some sales incentives seem to backfire?

Intrinsic motivation comes from within. It's driven by personal satisfaction, curiosity, mastery, and purpose. Think of a salesperson who genuinely loves solving client problems - that's intrinsic motivation.

They sell because they find the process of helping customers and closing deals inherently rewarding or meaningful.

Engagement Message

What aspects of selling naturally energize your top performers without external rewards?

Extrinsic motivation relies on external rewards or consequences. Commissions, bonuses, sales contests, recognition, quotas, or avoiding termination are all external motivators.

The salesperson makes calls and closes deals to get something else, not because the selling process itself is satisfying.

Engagement Message

Can you think of sales activities your team only does for commission or quota reasons?

Here's the game-changer: intrinsic motivation is far more powerful and sustainable than extrinsic motivation. Intrinsically motivated salespeople prospect harder, build stronger relationships, and achieve higher close rates.

They don't need constant monitoring of activity metrics because the drive comes from within.

Engagement Message

What do you think makes intrinsic motivation so much stronger in sales?

Here's where many sales managers accidentally sabotage their teams: common sales management tactics can actually crush intrinsic motivation.

Micromanaging someone who loves relationship-building kills their sense of autonomy. Over-incentivizing passionate salespeople makes selling feel like work instead of their calling.