Examine How Sales Motivation Works and How to Boost Performance Through Incentives
Most sales incentive plans don't actually motivate their sales team the way they're intended to. Why is that? Understanding the Expectancy Theory can help shed some light.
What you'll learn
- What exactly is motivation and how does it work for sales?
- The role an Incentive Compensation Management (ICM) system plays in motivation
- How to effectively motivate your sales team