The Values Index: The Physics of Sales Motivation
Stop assuming your salespeople are "Coin-Operated."
The biggest lie in sales management is: "If I just pay them enough commission, they will run through a brick wall."
This is why you have "High Potential" reps who hit quota one month and vanish the next. This is why you have Managers who burn out despite high salaries.
At P3 Firm, we treat motivation as physics. You cannot power a diesel engine with unleaded gas. Similarly, you cannot power a "Learning-Driven" (Theoretical) employee with a "Money-Driven" (Economic) bonus plan.
The Values Index allows us to look under the hood. It measures the Seven Dimensions of Motivation. It tells us why a person gets out of bed in the morning, so you can align their incentives with their wiring.
What is the Values Index?
The Values Index is a psychometric instrument that measures Internal Drivers. While DISC measures Behavior (How they act), the Values Index measures Motivation (Why they act).
It is not about "Morals" or "Ethics." It is about Fuel.
Economic: Driven by practical results and ROI.
Political: Driven by power, authority, and control.
Theoretical: Driven by knowledge, learning, and truth.
Regulatory: Driven by structure, order, and routine.
Altruist: Driven by helping others.
Individualistic: Driven by independence and unique recognition.
Aesthetic: Driven by harmony and balance.
The Audit: Aligning Fuel to Role
We analyze Reps, Managers, and Executives differently because their fuel sources must match the engine of their role.
1. The Sales Rep: The "Economic" Fallacy
The Requirement: A "Hunter" role requires a high Economic score. They must care about the money.
The Mismatch: We often see Reps with High Altruist (Helper) and Low Economic scores.
The Symptom: They have great conversations. They make friends. But they cannot close because they feel bad asking for the money. They discount heavily to "help" the client.
The P3 Fix: P3Ai flags High Altruist/Low Economic candidates as "Red Lights" for Hunter roles. We place them in Customer Success (Farmer) roles where that wiring is a superpower, not a liability.
2. The Sales Manager: The "Political" Balance
The Requirement: To lead, you need a degree of Political drive. You must want to influence others and hold the floor.
The Mismatch: A Manager with Low Political drive will struggle to hold the team accountable. They will avoid conflict. Conversely, a Manager with excessive Political drive will create a dictatorship and crush the culture.
The P3 Fix: We assess Managers for a balance of Political (Leadership) and Theoretical (Teaching). We want Managers driven to learn and teach, not just to rule.
3. The Executive: The "Regulatory" Risk
The Requirement: Startups and Growth Companies need Executives with Low Regulatory scores. They need people comfortable with chaos and pivots.
The Mismatch: If you hire a CFO or VP of Ops with a massive Regulatory score (Driven by tradition and rules) into a high-growth startup, they will become the "Department of No." They will suffocate innovation in the name of process.
The P3 Fix: We audit the C-Suite. We ensure the CEO (Vision/Low Regulatory) is balanced by an Operator (Order/High Regulatory), and we ensure the Operator understands that the mission is growth, not just compliance.
How P3Ai "Digital Labor" Optimizes Incentives
Once we know the Values Index of your team, P3Ai helps you manage them differently. We stop the "one-size-fits-all" contests.
For the High Economic Rep:
Incentive: "Hit quota and get a $5k bonus."
Digital Labor Prompt: The AI reminds the Manager: "Keep the 1:1 short. Focus on their pipeline value and their commission check."
For the High Individualistic Rep:
Incentive: "Hit quota and you win the 'President's Club' trophy and public recognition."
Digital Labor Prompt: The AI reminds the Manager: "Recognize them publicly in the slack channel. Give them autonomy to choose their own schedule."
For the High Theoretical Rep:
Incentive: "Hit quota and we send you to that advanced certification course."
Digital Labor Prompt: The AI reminds the Manager: "Don't just give them a target. Explain the 'Why' behind the strategy. Let them problem-solve."
Motivation is Not Magic. It’s Math.
You cannot force a person to care about something they are not wired to care about.
If you are trying to motivate a "Helper" (Altruist) with "Power" (Political), you are burning cash. P3 Firm aligns the incentive to the individual.
Get a Risk Score on your team’s motivational alignment in 3 minutes.