As Charles M. Schwab once said, “The man who does not work for the love of work, but only for money, is not likely to make money nor find much fun in life.”. In the dozens of jobs and industries we’ve studied, this is one of the very few where this concept topped the list; and chances are, you probably haven’t seen many other work-oriented research studies that show family as a driver of productivity or motivation. And researchers were not able to find any evidence that those employees who worked a normal week accomplished less, or any sign that the overworking employees accomplished more. Topping the list of sales motivators are: Coming in second to last—ranked 22nd out of 23 possible motivators—was money. But it’s not money that gets, salespeople out of bed in the morning; there are other factors contributing to engagement on the job for successful sellers. In order to motivate your sales team, executives need a comprehensive toolkit of tactics to push their top performers, develop junior members, and keep the team focused on achieving aggressive growth targets. That’s what is important to them. Once you understand what motivates salespeople, you can more effectively manage their performance. 6 Ways to Motivate Your Sales Team 1. Support: [email protected], 2901 W. Bluegrass Blvd. A CEO recently expressed to me that there are two ways to motivate a salesperson: money and the ability to offer service for those who want to … It might be a little uncomfortable to consider such a touchy-feely subject in our buttoned-down business teams, but it’s not a bad thing. EXAMPLE 1 – Sales job: What motivates you? In a fascinating study conducted by researchers at Boston University’s Questrom School of Business, managers they observed were not able to tell the difference at all in output between employees who worked 80 hours a week and those who just pretended to. And who would say no to more of it? This is a personal question, so you'll want to dig deep and answer this. What motivates me most is money. Now, this doesn’t suggest compensation isn’t important to people who sell—that’s ridiculous! Maybe the salesperson is genuinely interested in helping prospects find the solution to a problem and the fact they get paid for doing it is their motivation. Now, what we take away from this data is that money is more of a satisfier than a motivator in sales. Focus on the means, and the ends will come. A family vacation, a new car, a renovation to their home, a private school for their children, new skis and the list goes on and on. You need to give your salespeople a goal to reach. What motivates sales people … Fixing Problems: The challenge to satisfy customer needs is one of the biggest motivation for the sales reps to … Often, cash is king. What motivates me most as a salesperson is genuinely helping customers solve a problem. How to Motivate Your Sales Team. The Six Sales Motivation Categories. If a salesperson can’t make enough to survive and really thrive, if her compensation system is not fair, if she has ridiculous limits or onerous quotas placed upon her, she may become dissatisfied and might leave. If you apply for a simple manual labor – think stock clerk interview, picker, construction worker, etc, you can hardly find something motivating about the job, But it’s not money that gets most salespeople out of bed in the morning; there are other factors contributing to engagement on the job for successful sellers. The bottom line for those of us who manage sales people: We must find out what motivates each of our people individually. Not at all. For example, more than 5,800 assessment takers classify themselves as. Focus on purpose. S Sandler Training (with design) and Sandler are registered service marks of Sandler Systems, Inc. Small Businesses & Middle Market Companies, ← Sandler Training is your GPS for Sales Success, Asking for a Commitment Isn’t a Hard Sell Tactic →, ACTivation Nation – The Truth-Seeking Missile [Podcast], How to Succeed at Email Marketing [PODCAST], How to Utilize Performance Metrics to Enhance Your Sales Process, How to Succeed at Organization-Wide Effectiveness Using Sandler [PODCAST], ACTivation Nation – Changing the Rules to Win the Game [Podcast]. 300 Red Brook Blvd, Suite 400 And from a macro perspective, it’s important to pay attention to this finding that the way to keep a greater number of our sales people motivated, engaged, and focused is not only by having a well-designed compensation system but. Despite common misconceptions, sales people are not motivated by money. As Charles M. Schwab once said, “The man who does not work for the love of work, but only for money, is not likely to make money nor find much fun in life.”. In essence, you’re changing your behavior. You’re more likely to be motivated to do whatever it takes daily to ensure you can achieve your personal goals. Failure to compliment and praise is ignoring a […] A good salesperson needs to satisfy a client’s needs. I hear comments like, “Most of us know what we need to do, why don’t we just do it?” I chuckle when I hear this because we all know that the only person who can motivate us to do something is ourselves. by worrying about ideas like work/life balance and developing a powerful vision. The most common complaint of sales-force is that sales managers rarely praise their work par excellence. What Motivates a Salesperson?. Follow a tried and true selling system to get you where you want to go. I often get asked by prospects and clients to give them the secret ingredient that will help them get motivated or how to motivate their sales teams. I don't believe in motivation. For those who are open to interpreting it this way - it removes, or at least dilutes, the stereo-type of the snake-oil salesman. Public displays of appreciation. On the other hand, were you advised by your doctor? 3- Appreciation You can think of motivation in terms of six main categories. You may also have invested in a personal trainer to help you achieve your desired results. Money motivates few people. Motivation is a huge part of sales performance. And who would say no to more of it? If you seem too money-focused in your interviews, it’s probably the reason you cant find a job. It might be a little uncomfortable to consider such a touchy-feely subject in our buttoned-down business teams, but it’s not a bad thing. It’s like going to the gym: friends and family can encourage and suggest that we go, however, the ultimate decision lies with the individual. This motivation is largely guided by my natural curiosity and inclination towards creativity. And from a macro perspective, it’s important to pay attention to this finding that the way to keep a greater number of our sales people motivated, engaged, and focused is not only by having a well-designed compensation system but also by worrying about ideas like work/life balance and developing a powerful vision. And isn’t it fascinating that family emerged as this profession’s most common top motivator? Written by Dave Kurlan. Working with a sales coach to help you change your behavior to achieve your goals is just like hiring a personal trainer to get fit. Like athletes, sales reps perform at their highest level only when properly motivated, incentivized and celebrated for their work. Having a motivation that fits within company culture makes you a good match for the company. I found the results of this survey to be at once interesting and uplifting. Also, we can’t forget that money is a strong motivator for 17 percent. The successful salesperson is a driven individual. The best salespeople aren’t always talking. This motivator should not be ignored or minimized because people belong to a team. Save my name, email, and website in this browser for the next time I comment. As a curious person, I’m automatically curious about my customers. And researchers were not able to find any evidence that those employees who worked a normal week accomplished less, or any sign that the overworking employees accomplished more. I’m curious about their businesses, how they can imp. Figure out what your personal goals are and what the personal goals of your sales team are. It can also be a challenge to figure out the best way to respond. I enjoy making large sales, seeking out new clients and growing my department's earning percentage. Most of us, at one time in our lives, have joined a gym because we wanted to get fit. Attitude is the key for me, I'm always positive when it comes to sales and that gives me a lot of enthusiasm. Educate and motivate your sales team to approach these objections with a renewed sense of purpose. While some salespeople are motivated by teamwork, many salespeople prefer to be and are motivated when left to their own devices. It doesn’t seem to result in more output. Not at all. Depending on the audience, the answer to ‘What motivates a sales person?’ varies. Many people believe that money is the biggest motivator. Summary. 1. I like to try different things, and I love being in sales because every customer brings the opportunity for a new approach. Sometimes these people believe they have to prove to people they can be successful in sales and their way of proving it is to be the top achiever in their organization. #200 We’d love to hear what you think. This one may be obvious, but it’s important. Sales Motivation Tip: Motivate your sales team by encouraging them to build their schedule around key sales actions. Various companies' sales incentive programs. Hiring managers and sales recruiters also want to see how you react to tough questions of this nature. Sure, the accolade for being at the top is great and the financial reward is the best – however, what they do with the money is the more interesting question. Do you think it takes more than money to motivate a great salesperson? . Here are some suggestions on how to motivate yourself and your salespeople: I love comparing success in sales to success at the gym. As a sales manager, it is your job to understand your team and industry and determine the best way to motivate your reps to ensure consistent, desirable results. The only way to find out what those are is by listening to what each prospect is saying. The money is the means by which they can accomplish their goals. In fact, according to Gallup,... 3. Salespeople face a lot of pressure and can run out of steam, so a sales manager must continually look for fresh motivational tools. Develop a prospecting plan and implement it. Instead, use it to motivate your salespeople to be successful. When you answer "what motivates you," explaining your motivation as well as providing an example of that motivation at work is a winning combination. 7 Questions to Find Out How to Best Motivate a Sales Rep. Here are some suggestions on how to motivate yourself and your salespeople: Determine what motivates you to do the things you do. A good salesperson knows how to feel what their customers feel. Sales: [email protected] Provide added responsibilities and authority … Recognition and praise: Salesmen, like any other human-beings, seek recognition for their achievements and praise for the work done which they think is more than monetary gain for them. common top motivator? Thanks for asking. Much of what we believe about the best ways to compensate and motivate the sales force is based on theory and lab experiments. After reviewing the results of tens of thousands of people who’ve now taken our Motivators Assessment, a few interesting trends have emerged. In a fascinating study conducted by researchers at Boston University’s Questrom School of Business, managers they observed were not able to tell the difference at all in output between employees who worked 80 hours a week and those who just pretended to. How — and How Not — to Answer "What Motivates You" Sometimes, the best way to answer a question well is to know which answers just don’t work. The reason for getting fit and the motivation to do the sales behavior required has to come from within. It doesn’t seem to result in more output. 2- Team work It is not the physical things or money that will motivate you; it is the feeling of ownership, the feeling of proud and the sense of accomplishment that drives you. For many more, it’s all about balancing time with their loved ones, making a difference in the world, learning new things, solving complex problems, and building lasting friendships with clients. The real question is why do you want to get fit and why did you decide to join a gym to help you get fit? Perhaps the person’s passion lies in philanthropy and they work hard to share their earnings. 4- Problem solving. This is a broad and open-ended question, which can make it hard to know how to answer. Delegate special projects or assignments (and then keep your hands off) 2. What Motivates a Salesperson Most? 2. Continue Reading. Are you ready to commit to the change that will make you the best salesperson? But when put on the spot, it can be hard to elaborate on exactly what motivates you. Topping the list of sales motivators are: Family—balancing work and home time Impact—doing work that’s important Learning—trying new things & growing Problem-Solving—findings solutions in a crisis Friendship—developing close relationships at work The only exception is jobs that pay commission, like sales jobs. The feeling of accomplishment that comes with exceeding challenging goals is what drew me to a career in sales.” Why interviewers like this: This answer gives the interviewer a good preview of how the candidate would perform at work. I will send it to you. I challenge that belief because there are many other motivators that people have told me over the years. Ability to Listen. If a salesperson can’t make enough to survive and really thrive, if her compensation system is not fair, if she has ridiculous limits or onerous quotas placed upon her, she may become dissatisfied and might leave. Why do you do what you do? It’s great to have salespeople like this is an organization however I always challenge these people on why being the top achiever is important to them. Also, we can’t forget that money, Now, what we take away from this data is that money is more of a satisfier than a motivator in sales. There’s a large body of research that suggests employees working long hours—subsequently ignoring those important to them outside the job, like family—does not help companies. Reward yourself for achieving what you set out to do. Action you can take today (to motivate your sales team): Create a list of common concerns that cause your prospects to answer with a ‘maybe’ and clearly explain why those concerns are unfounded. 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