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Peter in sales closes more deals every month than his peers. What do you think can be the reason? Is it intrinsic motivation or extrinsic motivation, or is there some other reason behind this? As his supervisor, you may think it’s the incentive that’s doing the trick.
But Peter’s best friend, who often celebrates these wins over a beer with the rockstar after work hours, knows the real back-story. After all, they go back a long way – to the time when Peter’s....
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