Understanding how to motivate sales teams

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We examine how motivation works and how you can apply those principles using sales 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