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For companies that go to market via indirect channels, motivating the sales reps that do not directly work for them can be a challenge. As such, many companies have a channel incentive program in place to try to increase lift. The effectiveness of these programs, however, varies based on the way they are executed. For […]

People aren’t motivated solely by money Leveraging the Four-Drive Theory for Sales Team Motivation: Countless theories and models have been developed over the years to explain why and how people are motivated or moved to action. Of these, Maslow’s Hierarchy of Needs is perhaps the most well-known. Less so is the “Four Drive” theory, which […]