What is the impact of money motivation on sales behaviors?
To answer this question, correlations were performed between responses to the money motivation question and various scales on SalesKey®: PsyMetrics Global Assessment of Sales Behaviors. SalesKey® detects and measures 21 sales behaviors within four developmental levels proven to impact sales productivity.The first level of sales development is made up of those foundational behaviors and aptitudes that salespeople must bring to a sales career. Money may have a slight impact on how hard a salesperson will work (Energy, r=.102); however, compensation appears to be more strongly related to improving Goal Orientation (Goal Orientation, r=.388). Goal Orientation is critical to finding purpose in one’s career and dealing with adversity and setbacks. Compensation may slightly improve the rep’s prospecting and business development behavior (Sales Initiative, r=.176), but a heavy focus on money may devalue a sales career in the estimation of the salesperson (Sales Identity, r=-.124). Being strong
