Sales motivation of your team is dependent on many things and it can vary greatly in time. What most sales managers do when they want to increase sales incentives is sending bulk or group emails with no personalization whatsoever.
Leigh Ashton talks about how you can differentiate people by using two simple categories: People motivated “Towards” something. Gain oriented people. More sales, more prospects, more and more.
And then people motivated “Away From”. Like having talk with sales manager, dealing with missing target and similar discomforts. Leigh explains what are specifics for each group and how you should approach their sales motivation, but also how you could approach your prospects and boss with this method.