A simple logic formula can represent this phenomenon, as per provided by the CFO in the form of R > C > E:
Reward = Recognition and prize
Cause = Desired result
Effort = Behaviour and attitude
The Reward can be in the form of business or a token of appreciation.
The Cause is the target agreed or the job performance required by the management. The company will pay out in the form of commission.
The Effort is the action executed by the sales staff, that is by being hardworking and to be moment-to-moment interactive with customers.
In a business, there are three categories of logic to drive a business in the direction you desire. First of all is personal behaviour and this has to be aligned with the company's core value. Secondly, personal performance and lastly, is team work. When this 3 logic works according to your business activities it will achieve goals and more profit.
As boss, you can actually feel it when your people are putting in effort into what you told them to do. You can really sense it, whether it is 100% or even 20%, don’t you? Their levels of effort can be translated into the following: