Daniel Pink, best selling author of Drive, A Whole New Mind, The Adventures of Johnny Bunko, and Free Agent Nation, talks with Yesware founder Matthew Bellows about how intrinsic motivation and sales compensation can be reconciled.
For a very very long time, sales has been a job that’s all about “eat what you kill”. That’s because sales people are “coin-operated”. In other words, salespeople are motivated almost exclusively by money, so they can and should be paid a low fixed salary and a high variable bonus, with the bonus component being contingent on achieving certain metrics. But a few companies and academics are examining this approach to sales compensation and wondering if there isn’t a better way.