The topic most commonly discussed and linked to sales motivation is compensation. However, compensation is only one piece—often not the most important piece—of the sales motivation puzzle. There are daily habits anyone can employ that contribute significantly to motivation. The RAIN Group Center for Sales Research recently studied 2,377 sellers and other business professionals to determine what the most productive people (The Extremely Productive/The XP) do to manufacture motivation, control their TIME, and execute in the zone to achieve the best business results. Indeed, 56% of The XP are Top Performers compared to only 12% of The Rest.

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