The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

Why Your Brain Lies To You: Cash Is NOT The Best Motivator   Although money is one of the indicators of growth and success, it’s not necessarily the best motivator when it comes to incentivizing a sales team.   Tim Houlihan and Dr. Kurt Nelson are consultants who have spent more than 20 years working with companies to design incentives that will increase productivity within sales teams.  Just a few years ago, they started a podcast that provides practical applications in the real world. One of their topics, motivation through incentivizing, is especially helpful for sales managers.    People tend to make decisions based on an emotional gut response, even though we mistakenly think these choices are made based on rational thought. Emotion and motivation come from the same root making it difficult to distinguish one from the other. Money has less of an emotional connection than we realize and because motivation is tied to our emotions, money can be a poor incentive for a sales team.    Human beings as emotional