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

Live Better. Sell Better.

This throwback episode of the Live Better Sell Better Podcast features Jonathan Mahan, Co-Founder of The Practice Lab. Every person in the world is motivated by both extrinsic and intrinsic factors. However, in sales, salespeople are rewarded as if the extrinsic reward of a commission is the only thing that matters. This induces a fear state and it also promotes an environment where this is normalized.

HIGHLIGHT QUOTES

Sales culture pushes salespeople into moral gray areas - Jonathan: "Salespeople's mental health tends to degrade. Salespeople tend to burn out, so it's not good for your team. It tends to lead salespeople to act in stereotypical salesy ways where they're focused on high pressure, high volume, lazy prospecting. They're focused on pushing customers, being pushy, and being aggressive. Customers don't like that. This pushes salespeople into a moral gray area."

You can find out more about Jonathan in the links below:

• LinkedIn: https://www.linkedin.com/in/jtmahan/
• Website: https://www.thepracticelab.co/

Connect with KD in the links below:

• LinkedIn: https://www.linkedin.com/in/kddorsey3/
• Patreon: https://www.patreon.com/insidesalesexcellence

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