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- เผยแพร่เมื่อ 5 ก.ย. 2024
- Are salespeople coin-operated? Can we tweak the dials on commission & incentive plans to drive more motivation and discretionary effort?
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When you’re looking at how psychological theory may play a role in sales compensation, perhaps the best example to look at is the work that Frederick Herzberg did in the 1960s. He proposed a two-factor theory of motivation, which we know better as intrinsic versus extrinsic. The theory states that there was a set of factors that would lead to increased employee satisfaction, while there was a corresponding set of factors that could cause employee disenchantment.
Herzberg argued that extrinsic factors were the most important ones in the workplace. These are the “hygienic factors” that drive job satisfaction and motivate employees in the workplace.
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Performio Sales Commission Management software allows companies to easily and quickly calculate sales commissions, keep sales teams happier and motivated, and gain insights from data to support evidence-based decision making. Our clients benefit from reducing admin time, eliminating commission errors, having confident and happier salespeople.
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