Findings:

• Inside salespeople tend to be more money motivated than direct salespeople.
• A heavy focus on money may devalue a sales career in the estimation of the salesperson.
• The preoccupation with status symbols and expensive toys does not appear to be the same thing as wanting or needing to make money.
• If a business has too many Empathizers on its sales force, the company will struggle to discover, monitor and manage the subjective, esoteric motivators necessary for Empathizers to catch fire.

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