Cultural Differences with a Sales Force Evaluation

Dave Kurlan says: Let’s pretend that you just learned that none of your salespeople are motivated to earn more money (the actual finding is “not motivated to earn more money” as opposed to “not money motivated”). Wouldn’t you be thinking, “That’s impossible – There has got to be a mistake”? You would, but what kind of mistake would lead to a finding like that? If the finding was true it would mean that you hired the wrong people, so maybe the assessment is invalid.  And if you are in another country you would ask, “Could this be a cultural difference?”