News And Views

Motivating Sales Teams with Powerful Incentive Psychology

The element of surprise is incredibly effective when it comes to motivating sales employees. And it’s not just because surprise incentives are fun. Scientific studies have shown that unexpected rewards tap into parts of the brain connected to learning and motivation. So how can you use this fact to your advantage in your sales incentive […]

Using Game of Thrones to Understand Sales Motivation

A comprehensive sales motivation strategy isn’t always easy. Your salespeople might be bringing home the gold or losing their heads under pressure. Some may be motivated by travel incentives, while others value hard-earned, tangible trophies over cash rewards. With so many different personality types in any given sales team, it can be tough to know […]

A Game of Thrones Metaphor to Help You Motivate Salespeople

If you manage or work with a sales team, you’re probably familiar with the 20-60-20 theory: the idea that sales employees can be sorted into negative laggards (20%), average performers (60%) and star performers (20%). With those different performance levels come different personalities and sources of motivation. That being said… thinking of salespeople in terms […]

Motivate Sales Employees, Game of Thrones Style

Common wisdom says that sales employees can be sorted into three groups: laggards, average performers, and star performers. Let’s make things fun and nerdy by likening these types of salespeople to the royal, warring Houses in HBO’s Game of Thrones: Greyjoys (laggards), Starks (average performers) and Lannisters (star performers). Sales teams can be split up […]