Sales Insights with Sarah

Let’s Talk Motivation - Extrinsic, Intrinsic and Altruistic

May 26, 2021 Season 1 Episode 47
Sales Insights with Sarah
Let’s Talk Motivation - Extrinsic, Intrinsic and Altruistic
Show Notes

Hello and welcome to the Sales Insights with Sarah podcast.  In this episode, Sarah Downs talks about motivation: how do we identify how our salespeople or sales managers are motivated, different types of motivation and why should we care about them in sales.

In this podcast, Sarah will openly share the good, the bad, and the ugly of her entrepreneurial journey to date and also interview others to share their own sales insights.



Three types of motivation:

  • Extrinsic- motivated by money and materialistic things seen in retail and automotive and does not work well in the long sales process.

  • Intrinsic - motivated by fulfilment, satisfaction and recognition. They will want to be the best they can be. They are often much more consistent so longer sales cycles work well.

  • Altruistic- motivated to serve others at a cost to themselves. They will put the customer ahead of the companies requirement. It can cause problems in the sales cycle and in reputation.


"Performance does not just come down to strategy, process, performance, technology and culture because motivation is key in sales."

"When recruiting it is great to identify if they are extrinsic, intrinsic or altruistic."

"With your existing team, it is helpful to have a clear understanding of what the motivations are to help you as a sales leader to keep individuals motivated and therefore performing."


I am the Co-founding Director of Doqaru Ltd, a data-driven sales and marketing consultancy for engineering, technology and professional services companies.
 I've directly served over 85 companies in a sales consultancy capacity in the past 5 years, and have indirectly supported hundreds of businesses through online workshops and various content. My company, Doqaru, were nominated as finalists for Start-up Business of the Year by the Federation of Small Businesses and Great British Entrepreneur Awards in 2019 and 2020.
 I'm a Fellow of the Association of Professional Sales (APS) and care about helping organisations to grow revenue and drive the performance of their sales teams.  I have a passion for people and have recently co-authored Amazon No1 Bestselling Purposeful People, an anthology about finding purpose and purpose-driven leadership.

As an ex-trauma nurse I’ve learned a lot about how to truly connect and engage with people, even during the most emotional and vulnerable points in life.  I now use this knowledge and experience to help my clients to ‘Sell Like a Nurse’ and build human connection that makes a difference in business.

So, I know a thing or two about strategy, making meaningful connections and building relationships with purpose….just what you need in Social Selling!



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