What is the best way to motivate your B2B partners?

There is an age-old debate about the best way to motivate people in a B2B environment. Should we motivate people to reach their sales targets by rewarding them with merchandise such as gadgets, gift vouchers, Gucci bags? This is known as ‘extrinsic’ motivation.

Or, should individuals motivate themselves by seeing sales as a valuable and personally rewarding activity in itself? This is called ‘intrinsic’ motivation.