Rewarding sales teams with money is a tactic that employers have used for decades. However, in recent years, economists, psychologists and sociologist alike claim that money may not motivate all people.
Perhaps Notorious B.I.G. was on to something when he coined the line, “Mo Money Mo Problems”.
Cash incentives, whether through bonus systems, pay increases or commissions have long been used to motivate sales teams to close more deals. While the ideology that reward enhances performance holds true today, it’s not always effective for all employees.
Let me explain.
Daniel Pink, author of To Sell is Human: The Surprising…