Not Every Sales Rep Is Motivated the Same Way. Do You Know Your Player Type?
You’ve tried it all. A robust bonus structure, exciting competitions, and solid recognition programs, but some reps just aren’t biting. Read below to learn more about the 4 player types that drive your team and take the quiz to uncover your motivation type.
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Choose your player: How Bartle’s Types show up in sales.
In the 1990s, game researcher Richard Bartle identified four core player types: Achievers, Explorers, Socializers, and Killers. Each type is chiefly driven by one of four universal human motivators: achievement, curiosity, connection, or competition. These motivators also drive sales reps. See if you recognize these players in your party.
Achievers
Compete against themselves, unlocking new skills and crushing personal records every day.
Explorers
Always in discovery mode, seeking new territories and devising creative strategies.
Socializers
Thrive on team spirit and building relationships. Collaborative goals keep them energized.
Killers
Born competitors who claw their way to the top of the leaderboard and defend it..
Why gamification wins for every personality
Traditional motivation strategies are built for one personality type. Gamification creates multiple recognition pathways: leaderboards, milestones, peer endorsements, and achievements, so every rep finds what fires them up.
Drive the competitive spirit of Killers who thrive on seeing their name at the top. Live rankings create the visibility and rivalry that pushes them to dominate every single day.
Share shout-outs and strengthen bonds, filling your Socializers' cups with the team recognition they crave. Peer-to-peer appreciation builds the connection and belonging that keeps them energized.
Track every step of personal growth, a must-have motivator for Achievers. Hitting milestones and marking progress gives them the measurable wins that prove they're getting better every day.
Bring the sales floor energy anywhere. Our real-time TV celebrations make sure every deal, goal, or achievement gets its moment to shine, whether you’re in the office or halfway around the world.
Recognize rare discoveries and groundbreaking accomplishments, perfect for your Explorers. Creative breakthroughs and innovative thinking get celebrated with achievements and badges that spotlight their unique contributions to the team. All while earning digital coins that can be redeemed for real-life rewards, any time.
Debunking motivation myths
The classic sales playbook offers dozens of ways to motivate sellers. The trouble is, they're generally built for killers. Achievers, Explorers, and Socializers bring unique strengths to the table, and ignoring their motivations means untapped potential.
Sales is all about competition
Reps are known for their competitive streak. However, talented sales people are also great relationship builders (a Socializer trait) and creative thinkers (an Explorer attribute).
Money is the ultimate incentive
Money talks, but it's not the only motivator in the chat. Achievers want access to skill building, and Socializers might find the promise of a team event more inspiring.
Your low-performers are lazy
Sales leaders often label low-performers as slackers. But when they understand what makes them tick, there's a better chance of turning their performance around.
Trusted by Sales Leaders Who Get Motivation Right
SalesScreen is the #1 Sales Gamification platform on G2 because we understand what actually drives reps, not just what sales leaders think should drive them.
