Are You Putting Challenges in Front of People?

Hargan: Sales organizations try to dangle too many carrots, since they focus too much on extrinsic uno things around money and like that kind of thing. Hargan: You have to look to those internal sources of motivation, whatever those are. If your primar motivation is money, than you're less likely to succeed in long ter on sales," says Hargan. "We need to align the incentives in a different way"