Posts Tagged ‘Sales’
How to Replicate the Success of Top Performers
Note: The following article also appeared in Selling Power magazine here. Mentorship is one of the most effective ways to help salespeople improve performance. However, when we think about putting salespeople into the role of mentoring other salespeople, we run into a few significant challenges: Great sales managers want salespeople to spend time selling. Few…Read More
Did you know that financial incentives don’t really motivate employees?
As many of you know, I have often written about the limitations of financial incentives designed to motivate employees. In particular, I cite the work of Dan Pink in Drive about how people need a minimum of financial support to be motivated, but then three other factors kick in including purpose, mastery, and autonomy. With…Read More
What does it take to outperform your peers? Positive deviance (and detective work)