Motivating sales staff: The psychology of engagement

Motivating sales staff: The psychology of engagement

We all want engaged sales staff. But what does that actually mean, and what can we learn from psychology research? More pay doesn’t produce more motivation every time; people often stay for less money than they could get elsewhere. Yet we still use it to try to 'motivate employees'...

What else is at play in the complicated equation of human motivation, if it isn't a simple linear equation of more money = more motivation?

Engaged Staff

Work motivation engagement sales

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What psychology can teach us about motivating employees

What psychology can teach us about motivating employees

As recruiters, what do we know about motivation and engagement and how has the approach changed? Is the carrot and stick approach still relevant? Can we really motivate employees, in the sense that we can almost ‘push’ motivation on our staff?

Extrinsic motivation such as financial incentives or bonuses based on performance have worked well for years, especially for menial jobs. Research shows it does increase performance in repetitive jobs that don’t require much creativity or higher-level executive functioning.

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