Part IV of V: Why Your Sales Team Doesn’t Do What You Expect

The Hidden Revenue Engine: A 5-Part Sales Growth Series with Morné Smit (Virtual)

What really motivates your sales team to perform when money and targets aren’t enough?

Most founders naturally think about compensation first. When people aren’t performing, the assumption is often that the incentives are wrong, the targets aren’t motivating enough, or the rewards need to be increased.

But performance is rarely that simple.

Money matters. Targets matter. But they are only part of the picture.

EO Silicon Valley invites you to Part IV of V in the Morné Smit Sales Growth Series, where Morné will help members rethink what actually drives performance inside a sales team and why even strong people can become inconsistent when the environment around them is not reinforcing the right behaviors.

This 60-minute session, followed by 15 minutes of Q&A, will explore the gap between what leaders expect from their sales teams and what actually drives people to follow through.

In this session, you’ll learn how to:

• Why sales performance can fall short even when expectations and targets are clear
• Where traditional compensation and incentive plans often miss the mark
• The difference between financial and non-financial drivers of motivation
• How belief in the system affects effort, consistency, and follow-through
• How recognition and feedback influence the standards people bring to their work
• Why some teams respond to pressure while others disengage
• What high-performing teams do differently when it comes to motivation and behavior

More Than Compensation

This is more than a conversation about commission plans or sales targets.

It’s about understanding why people behave the way they do and recognizing that motivation is not a straight line of “do more, get more.”

It’s a system.

When that system is aligned, performance becomes more predictable. When it isn’t, even the best compensation plan may not solve the problem.

The goal is not to redesign your entire sales organization overnight. It’s to give you a clearer understanding of what is actually driving behavior inside your team and how you can influence it more deliberately.

From Motivation to Performance

High-performing sales teams are not built solely by paying people more.

They are built by creating an environment where people believe in what they are being asked to do, understand the connection between their effort and the outcome, and receive the recognition, feedback, and accountability needed to reinforce the right behaviors.

In this session, Morné will help you look beyond the obvious levers of compensation and targets and examine the broader system that shapes performance.

You’ll leave with practical ideas for improving consistency, refining incentives and recognition, and influencing behavior without having to rebuild your entire team.

The 5-Part Sales Growth Series

Part I: Unlock the Hidden Revenue Engine in Your Sales Culture
Part II: Double Your Sales Output Without Working More Hours
Part III: The Modern Sales Playbook: Find It. Win It. Grow It.
Part IV: Why Your Sales Team Doesn’t Do What You Expect
Part V: Finale: Design Your 2027 Revenue Plan

Event Details

Part IV of V — Morné Smit Sales Growth Series
Why Your Sales Team Doesn’t Do What You Expect
60 Minutes + 15 Minutes Q&A

Come with the sales performance challenges you’re facing. Leave with a different way to think about what drives your people to perform.

Join EO Silicon Valley for another practical conversation with Morné Smit on building sales teams that perform with greater consistency, alignment, and accountability.

EO Silicon Valley — Where founders connect, learn, and scale together.