The Science of Motivating Sales People

Motivation matters! The very word “motivate” comes from the Latin mōtīvus, which literally means “to move.” Behavioral science research has confirmed that motivation is a prime influencer of human behavior. A person’s level of motivation even affects how his or her brain processes information. Neuroscientist John Rately affirms that motivation “determines how much energy and attention the brain and body assign to a given stimulus – whether it’s a thought coming in or a situation that confronts one.

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