2012, Christine Wilding, Cognitive Behavioural Therapy Chapter 2Investigating why IBM salespeople were so successful, researchers found that IBM set easy targets for their salespeople rather than targets that were difficult to reach and so most of their salespeople achieved their targets. IBM had hired psychologists to define optimum motivational goals for their salespeople and it was discovered that if the targets were achievable the salespeople became very confident and motivated (unlike their demotivated cousins in rival companies) and went out and sold even more computers.
