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The Active Ingredient features expert insights and commentary from leaders of ZS Associates' global pharmaceuticals practice.

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Should You Provide Monetary Incentives or Focus on Culture to Increase Sales Force Motivation?

Posted by Mike Martin on Wed, Dec 16, 2015

A recent EyeForPharma article entitled “Ignore the Science of Motivation at your Peril” argues that “financial and other extrinsic rewards” don’t boost sales performance. Rather, the expert interviewed for the article said that intrinsic motivators such as autonomy, mastery and purpose drive performance and should be used in place of the standard incentive compensation plans. These concepts have been a part of the sales compensation discussion since Daniel Pink introduced them back in 2009 with his New York Times best-selling behavioral economics book, Drive.

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Topics: incentives, sales compensation, motivation, Mike Martin, Daniel Pink, culture, autonomy, intrinsic motivators, extrinsic rewards, eyeforpharma

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