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Home > Blog > What motivates sales people?
Out of Our Minds
Thursday, August 26, 2004 5:14 PM
What motivates sales people?
Anita Sharpe on Business

Money, of course, tops the list. But what comes next is interesting. My friend Ann Stallard, who is executive vice president for Graphic Communications in Atlanta, forwarded an excerpt from a survey of 41,000 sales people that

appeared in a newsletter sent out by The Printing Industry Association of Georgia: \n\nThe study, co-authored by John F. Tanner, Jr. of Baylor University and George W. Dudley at the Behavioral Sciences Research Press in Dallas, Texas, asked almost 41,000 people across nine nations what they hoped to obtain from their sales careers. While US sales people are more motivated by making money than sales people in other countries, they are also more service oriented. In fact, 13.8% of the American salespeople say being of service to others is their PRIMARY motivation. Only New Zealand sales people even approached that level (11.5%). \n\nHere is a look at US sales (primary) motivation from the study:\n\n1. Earn money 33%\n2. Use special abilities 20.1%\n3. Be of service to others 13.8%\n4. Do new and exciting things, 11.2%\n5. Go into management 6.1%\n6. Be more self-managed 5.2%\n7. Work with people 4.5%\n8. Be creative and original 3.9%\n9 . Obtain high social status 2.2%\n \n


3 comments

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thom sorensen - 9/10/2004 9:27:30 AM
Motivation article very interesting and helpful. Makes a lot of sense and it's great to see content that's credible and not just somebody's take on what salespeople are like.
Aaron - 8/27/2004 8:03:43 AM
I'm surprised the adrenalin rush didn't make the list. A number of sales folks I associate with live for the 'thrill of the kill.'

Heck, most of the successful salespeople I know love winning above all else. Selling gives them the opportunity to win more often than most other professions.

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