How Managers Fail to Motivate Salespeople – and What They Should Do Instead
Strategy Driven
OCTOBER 2, 2020
Historically, salespeople have been “given” their goals. Whether we call these goals, targets or quotas, it’s all the same. Sometimes the goal is arbitrary, as in, “I know you can do better, so next year I’m raising your target by 25%.” We assume that this is motivating. that’s not motivation! What will happen?
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