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Research drives what we do. Review the latest in sales and service scientific inquiry.New Study: Money-Motivation in Salespeople
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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