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Since taking a sledgehammer to the traditional model of quotas and commissions, SalesTribe Founder, CEO, and Bestselling Author Graham Hawkins has garnered international recognition as a thought leader. Graham recently sat down with Incenteev for a globally broadcasted interview to discuss the future of sales organizations.

In this guide, you will discover:

• 4 ways to motivate your sales force without financial incentives
• The best KPIs to empower your sales teams to exceed quotas
• The future role of the executive + curated C-Suite readings

Reading extract

Since taking a sledgehammer to the traditional model of quotas and commissions, SalesTribe Founder, CEO, and Bestselling Author Graham Hawkins has garnered international recognition as a thought leader. Graham recently sat down with Incenteev for a globally broadcasted interview to discuss the future of sales organizations.

Three quotes in particular from the exchange stand out:

1. “Dan Pink and a whole bunch of other people have proved now— beyond any doubt—that financial motivations aren’t necessarily what drives people. The whole question of what motivates someone: Is it the intrinsic empowerment, autonomy, and purpose? Or is it a financial incentive? I don’t think it’s a financial incentive.”

2. “Things like customer loyalty, NPS scores, customer satisfaction rates: there’s a myriad of other much more buyer-centric measurements and metrics that we can put in place to actually performance manage salespeople.”

3. “Apple, all of the big corporations will eventually have to go that way. Now, having said that, I’m not deluded into thinking that that’s an easy change either. We’re talking about massive cultural change. That’s a big shift. I think the bigger traditional legacy organizations are going to find this shift fairly hard.”

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