I don't however agree with the previous blog that money's 90% motivation for sales people…

I think seeing a direct correlation between job/effort and reward is often high in sales persons list..and thats most easily realized/recognized through comp plan. But I believe organizations should look to different and additional ways to 'gratify' peoples motivations when they sell well..provide more job security, offer advancement, provide incentives that are not monetary..these are often more complex needs/more difficult to meet, but if you can you can differentiate your 'compensation plan' and make it a source of competitive advantage.

//keenan

At some point, though, money just becomes a simple business decision. Is cash flow in meeting your requirements (bills, housing, transportation, savings, etc.)? If my goal is to retire at 50 and I'm 45 and only 1/2 way to my goal, I'll be more inclined to follow the money. If I'm 25 and I want to save 10%, I'll be more inclined to find a job that allows for that. I believe that this is where non-fiscal motivators come in. If cash-flow is meeting your goals, and you're happy with that, there are all kinds of things that can motivate someone.

If it isn't, than a decision needs to be made. One needs to either adjust their lifestyle or find a way to make more money, which again, becomes the motivator.

As the world becomes more of an environment of quick hits, following the money will become more prevalent, especially in sales. To go back to your sports analogy, would you take a 'B' player for 5 years or an 'A' player for 2? B will be more consistent, but never great. A will be amazing, but you know in 24 months, she is moving on.

Love the conversation.

Great discussion in the comments. To me it's more of a priority question. Money plays a role, but the question what is the highest priority. As a society we are disgusted when a sports figure or CEO leaves a good program or company for MORE money. They are the money motivated. I won't hire them because their loyalty is to the cash. Where it goes they go. Most people I believe will trade a few bucks for other things, like those you outlined above. I'm curious to see your study. Thanks for your insight participation. Good stuff.

I want them to be value money and want to achieve it. I don't want it
to be their primary motivation. Ex: If you could work for a Fortune
500 company or at start-up as described below for 20% less, which
would you do? Those who forgo the below for the extra few bucks are
the money motivated. Those who would trade the 20% for the rest
aren't. It's a big part of what is important, but it's not the
motivator. It's not what gets them jazzed and up in the morning.

Great description Scott.

People are motivated inside (or from within), so I guess money can't be a motivator, unless you swallow a dollar… but still, I think the point is that the idea that salespeople have about what money will give them (long/short term, etc.) is indeed inside and those things or thoughts motivate them.

By the way… sent the statistics via discus, but i don't know if they got to you, so if there's another email, let me know.

Jeff