Last time we learned that intrinsic motivation is far more powerful than external rewards. Now let's get practical - we're going to map what intrinsically motivates each seller on your sales team.
Engagement Message
This will become your secret weapon for driving performance. Ready to build your sales team motivation map?
Think of this as detective work. You're looking for clues about what naturally energizes each seller when commissions and quotas aren't the primary driver.
Watch for moments when someone lights up about a deal, volunteers for difficult prospects, or loses track of time perfecting their pitch.
Engagement Message
What patterns have you already noticed in your sales team?
Here's a simple framework: intrinsic motivation usually falls into four categories. Mastery - getting better at selling. Autonomy - having control over their sales process. Purpose - contributing to meaningful outcomes.
The fourth is Connection - building relationships with clients and colleagues.
Engagement Message
Which of these four resonates most with you as a sales leader?
Let's start with Mastery. Some sellers are intrinsically motivated by perfecting their craft, learning new techniques, or conquering challenging accounts.
They volunteer for complex deals, ask about new product features, and get excited about sales training and skill development.
Engagement Message
Who on your sales team seems driven by becoming a better seller?
Autonomy-motivated sellers thrive when they control their sales approach. They want to choose their prospecting methods, manage their own pipeline, and make strategic account decisions.
They might resist rigid scripts but flourish when given territory ownership and outcome-based goals rather than activity metrics.
Engagement Message
Think of someone who sells best when given independence - who comes to mind?
