How to motivate sales people is a common debate among sales managers and compensation specialists.  It’s commonly assumed, by non-sales professionals, that sales people are money hungry individuals and that the more you pay them the better they’ll perform.  That would be wrong.

In my 33+ years of sales and sales management, I’ve worked with many sales professionals, and not one that I would consider incredible, counted income as their key motivator.  The joy of winning, helping and relating are ...