Examining a Seller's Extrinsic and Intrinsic Motivations with Jonathan Mahan

We have to recognize is the difference between intrinsic motivators and extrinsic motivators. Right? And of course variable compensation is an extrinsic motivator. Anything involving, you know, pay is an extrinsic motivator. Intrinsic motivator is where you do the thing just for the love of doing the thing. Right? The activity itself is enough of a reward for you to do that. There's no need to add something on top, whether it's fear based or gain based. Right? There's no need to add anything on top to motivate someone to do a thing. Just the joy of doing the thing is enough. And human beings operate pretty well with both types of motivation, right? We are wired to handle both types. They both work for us. They have different results and different outcomes based on what you're using. But really both elements should be present in any sort of strategy you have to motivate and get the best out of people. And these having the giant lever of this variable compensation that they can pull on. Sales leaders in my experience tend to ignore the intrinsic motivation.