Praktische Vaardigheden Ontwikkelen Sales Techniques | Page 63

Advantages Disadvantages o o o o o If the reward is desirable then sellers will go for it. It is positive. o It is external. Comes from the boss not the self. It is temporary If the reward is not desirable then nothing happens Incentives evolve into rights instead of privileges CAUSAL MOTIVATION o o o o o o o o o Occurs when an environment is created that causes people to: WANT to work Be the best they can be. Causal motivation is working toward a “cause.” People will work their hardest for something or someone they believe in. There must first be a cause in which your team can believe The environment must be created that will cause the team to want to work toward the vision or goal. Answer the question “What’s in it for me?” People want a return on their investment of time, talent, money, etc. To expect people to work for you cause and your shareholders’ cause, without concern for their dreams and goals, is blindness to the way we are. People do things for their reasons, not yours. Attitude Motivation: Self Motivation Advantages o o o o o Internal and Permanent Based on strong self image. Is the result of choices. Conformity is a decision. No decision is a decision. Disadvantages