As sales trainers, we get called in to fix sales problems, of course. And many of those problems begin (and end) with the salesperson and their life attitude.
Frankly, many salespeople appear unmotivated to do what needs to be done in order to achieve. (This is not meant to be a “people-today-are-different” rant.) And this doesn’t mean they don’t make calls.
It means they make the calls in the same way they have for 10 years even though the world has changed. And for whatever reason, they are unmotivated to change their approach.
So it seems like a really good question should be, “What motivates you?” Shouldn’t every manager/leader on the planet want to know that?
Yet, so few do.
The sales managers we talk to get really excited about the “comp plan” and the workings of it–yet few pay attention to their people–as individuals.
Couple that with a fundamental fact of human behavior–we will act in accordance with our values, beliefs and attitudes–and you wonder why more managers don’t know what really “juices” their people.
I’m sensitive to the fact that this is an emotional question. So, I’ve left space you can use to email me below, privately. I’m interested in two things:
- What have you seen work in the world of personal motivation for a team of performers?
- What motivates you to be the best you can be?
Anxious for your comments.
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Many may think a potential raise is a big motivator, but studies show that idea is actually wrong. Employees who are engaged in the organization through open communication can be your most profitable asset. Companies that focus on effective communication make more money and have a higher market value than those who don’t. (More on the research - http://training-time.blogspot.com/2008/07/employee-incentive-ideas-on-budget.html)
What motivates me to “be the best that I can be” is the company of my coworkers. I enjoy working with my coworkers and want to see them succeed, which motivates me to do the same.