Motivation isn’t about Carrots & Sticks. It’s About Seeing People Clearly.
If you’re using carrots and sticks, you’re leading based on assumptions. In my book Mastering Inside Sales Leadership, coming out January 8th 2026 you’ll learn assumptions kill traction.
Instead, use what you know:
📚 You lead individuals. You don’t lead “a team.”
So ask yourself: what’s actually motivating each person? Where are they on the bell curve? What do they value? Are you treating them like an achiever… when what they really want is affiliation? Are you coaching effort… when their real block is belief?
This is where the “Salesperson Value” formula comes alive. When you pair that with McClelland’s three needs (Achievement, Affiliation, Power), you stop wasting time trying to push people. You start inviting them forward.
The best motivation isn’t manufactured. It’s noticed. Named. Nurtured.
You don’t need a new contest. You need to care enough to ask someone what they’re chasing and then build your coaching around that.
When you do, they’ll stop working for the number.
And start working for themselves.