Closing the Motivation Gap: Approaches to Diagnosing and Addressing Under-Motivation in the Sales Force

The Sales Management Association hosts a one-hour panel webcast on February 10, 2027, about why capable, well-paid salespeople can still be under-motivated and how to fix it. It is meant for sales leaders and managers, sales compensation, sales operations and RevOps professionals, and any executive accountable for sales force results. Panelists look at how compensation and performance management practices can backfire on motivation. Topics include what drives salespeople, the role of pay, cash and non-cash incentives, contests and competition, how to assess motivation and find root causes, and what high-performing firms do differently. Attendees leave with practical approaches for diagnosing motivation gaps and building a more energized sales culture.