Maria is a new sales manager and wants to motivate her team to sell more. She creates a contest for the following month where the salesperson with the highest sales gets to lead the next sales retreat. The day after the contest is announced, she overhears two of her best salespeople talking in the hallway...Ron says "what was she thinking? Who wants more work? Leslie replies, "I agree. I want to earn more money, not get more work at the sales retreat. That is supposed to be a fun event!" Where has Maria gone wrong in trying to motivate her team?

She is offering a reward that has no value to her top sales people.

Her top people don't believe that Maria will let them lead the retreat

No one really likes Maria so they are not going to do anything she suggests

The salespeople do not think they can achieve the highest sales because their territories are saturated