Perhaps the person’s passion lies in philanthropy and they work hard to share their earnings. Reward yourself for achieving what you set out to do. You might be surprised at what they tell you. Experiment with different bonuses and prizes. 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. 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. The bottom line for those of us who manage sales people: We must find out what motivates each of our people individually. Instead, use it to motivate your salespeople to be successful. The most common complaint of sales-force is that sales managers rarely praise their work par excellence. For example, more than 5,800 assessment takers classify themselves as. 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. 3- Appreciation It doesn’t seem to result in more output. I will send it to you. Not at all. We’d love to hear what you think. What motivates me most is money. I’m curious about their businesses, how they can imp. 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. What Motivates a Salesperson?. Once you understand what motivates salespeople, you can more effectively manage their performance. The only way to find out what those are is by listening to what each prospect is saying. ADVERTISEMENTS: 1. I like to try different things, and I love being in sales because every customer brings the opportunity for a new approach. An important determinant for happiness on the job is whether you feel appreciated for your work. Fixing Problems: The challenge to satisfy customer needs is one of the biggest motivation for the sales reps to … Provide added responsibilities and authority … What motivates you? For example, more than 5,800 assessment takers classify themselves as salespeople; and in sales, the most common top motivators are not what you might think. by worrying about ideas like work/life balance and developing a powerful vision. 2- Team work Have you given any thought to it? 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. 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. This one may be obvious, but it’s important. Now, this doesn’t suggest compensation isn’t important to people who sell—that’s ridiculous! 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. They, like others, are driven by accomplishment, self-actualization, challenges and recognition. Understanding their beliefs about what is important may help you recognize what really motivates the person to do what it takes to close sales. “What motivates you to sell?” This question sets the stage for highlighting your positive attributes as a sales rep. 1- Money Having a motivation that fits within company culture makes you a good match for the company. Things such as: One may say that the above all takes money and I would agree, however, I would also agree the reason the person does what they do is because of their love or commitment to something other than money. What Motivates a Salesperson Most? Don't give a generic or vague response. And who would say no to more of it? Empathy. If you’re getting a paycheck every 10 working days, there are 9 other days when something else will need … 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. Educate and motivate your sales team to approach these objections with a renewed sense of purpose. This environment will help keep your staff motivated and help them take pride in what they do. What Makes a Good Salesperson? Delegate special projects or assignments (and then keep your hands off) 2. By Susan Greco. Motivation is a huge part of sales performance. 2. 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.”. Motivation, we learn, is very personal. Develop a prospecting plan and implement it. 300 Red Brook Blvd, Suite 400 Owings Mills, MD 21117. You can think of motivation in terms of six main categories. While some salespeople are motivated by teamwork, many salespeople prefer to be and are motivated when left to their own devices. 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. Was it because you had a burning desire to lose weight and feel healthier so you could play hockey, soccer, badminton or swim with your children or run that marathon that you’ve always wanted to? But when put on the spot, it can be hard to elaborate on exactly what motivates you. In order to get you ready to craft your own answer to the interview question “What motivates you,” we thought we’d give you three example answers. 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. Here are some suggestions on how to motivate yourself and your salespeople: I love comparing success in sales to success at the gym. 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. Ask your sales team what they want. Written by Dave Kurlan. I challenge that belief because there are many other motivators that people have told me over the years. Stay up to date with valuable insights and advice from our expert trainers. Focus on the means, and the ends will come. Depending on the audience, the answer to ‘What motivates a sales person?’ varies. The successful salesperson is a driven individual. Attitude is the key for me, I'm always positive when it comes to sales and that gives me a lot of enthusiasm. Save my name, email, and website in this browser for the next time I comment. Many people believe that money is the biggest motivator. 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. Public displays of appreciation. Hiring managers and sales recruiters also want to see how you react to tough questions of this nature. If you seem too money-focused in your interviews, it’s probably the reason you cant find a job. The income of the salesperson increases each time he makes a sale and this motivates them to find potential clients, retain clients and to find methods that would help them increase sales. Lehi, UT 84043, After reviewing the results of tens of thousands of people who’ve now taken our Motivators Assessment, a few interesting trends have emerged. It’s your determination, will, and consistency of the exercises that get you your results. Money motivates few people. M oney; O pportunity; T eamwork; I ndependence; V isibility; E xcellence Money. Sure, you’re selling a product or service, but your customer buys to solve a problem or meet a need. Do you think it takes more than money to motivate a great salesperson? 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 Set goals. Establish daily behaviors and follow them. After reviewing the results of tens of thousands of people who’ve now taken our Motivators Assessment, a few interesting trends have emerged. What was the motivation? The money is the means by which they can accomplish their goals. It doesn’t seem to result in more output. You need to give your salespeople a goal to reach. ; and in sales, the most common top motivators are not what you might think. Thanks for asking. 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. On the other hand, there are people who believe that money is their only motivator. . This motivation is largely guided by my natural curiosity and inclination towards creativity. Assessment Code Distribution Portal Login, Top 10 Sales Management Mistakes - SalesDrive, LLC. 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? Create a space that reflects your brand and the lifestyle you are selling to your customers. Money is how they keep score. Sales: [email protected] EXAMPLE 1 – Sales job: Figure out what your personal goals are and what the personal goals of your sales team are. 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 … #200 What motivates sales people … Only 17 percent of sales people have money ranked in their very top motivators after completing the 100-question Motivators Assessment. A perfect example is the introduction and proliferation of crowdsourcing which is proving that money is an incentive and not a motivator. Follow a tried and true selling system to get you where you want to go. What motivates me most as a salesperson is genuinely helping customers solve a problem. After all, most people are motivated by many factors, including pay, prestige, making a difference, seeing … Mentally you had to decide it was what you wanted to do then you had to physically go to the gym, change into the gear and do the exercises. 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]. I am motivated by innovation. Use these as a jumping off point for your own answers and don’t forget to tailor them! And what has motivated you to change your behavior? 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. 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. If you can manage to do this properly and learn what really motivates your people, you can then offer them incentives that far outweigh cash or bonuses… allowing you to recruit, hire, and retain your top talent. If you can sell what motivates you, it’s a good indication of your … 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. 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. Often, cash is king. Are you ready to commit to the change that will make you the best salesperson? Not at all. 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. People who love their jobs tend to do better at their jobs. On the other hand, were you advised by your doctor? Now, this doesn’t suggest compensation isn’t important to people who sell—that’s ridiculous! 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. 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 needs to satisfy a client’s needs. 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. 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. Money is the most obvious motivator. Most of us, at one time in our lives, have joined a gym because we wanted to get fit. Sales people, like everyone else, want to feel good about themselves, every day, one small win at a time. Of course, the answer is NO. It takes time and effort, but it may be the most important conversations that you have as a manager. 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. 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. Without a... 2. Various companies' sales incentive programs. Sales fuels growth – and many reports have been commissioned on how to identify, hire, fire, coach or motivate a sales team to produce that growth. The only exception is jobs that pay commission, like sales jobs. 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. You’re more likely to be motivated to do whatever it takes daily to ensure you can achieve your personal goals. Ability to Listen. Why do you do what you 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. 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. Much of what we believe about the best ways to compensate and motivate the sales force is based on theory and lab experiments. 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. 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. Money is how they keep score. The Six Sales Motivation Categories. As a curious person, I’m automatically curious about my customers. You can: 1. Despite common misconceptions, sales people are not motivated by money. In essence, you’re changing your behavior. To motivate your staff to sell your product, your retail space has to look its best. That’s what is important to them. Now, what we take away from this data is that money is more of a satisfier than a motivator in sales. How to Motivate Your Sales Team. I don't believe in motivation. Figure out what your personal goals are and what the personal goals of your sales team are. 4- Problem solving. Summary. The Desire to Avoid Pain and Gain Pleasure The reason for getting fit and the motivation to do the sales behavior required has to come from within. Support: [email protected], 2901 W. Bluegrass Blvd. Save my name, email, and website in this browser for the next time I comment. Continue Reading. 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. Only 17 percent of sales people have money ranked in their very top motivators after completing the 100-question Motivators Assessment. 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, The best salespeople aren’t always talking. This is a personal question, so you'll want to dig deep and answer this. And isn’t it fascinating that family emerged as this profession’s most common top motivator? For those who are open to interpreting it this way - it removes, or at least dilutes, the stereo-type of the snake-oil salesman. Salespeople face a lot of pressure and can run out of steam, so a sales manager must continually look for fresh motivational tools. While for some sales people, money and prestige and recognition are going to be their most motivating concepts. Build trust. A good salesperson knows how to feel what their customers feel. ©2020 Sandler Systems, Inc. All rights reserved. 6 Ways to Motivate Your Sales Team 1. And who would say no to more of it? In fact, according to Gallup,... 3. Do you know what motivates your salespeople or yourself? What’s the reason behind it? 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.”. Salespeople are often paid partially or entirely on commission. I found the results of this survey to be at once interesting and uplifting. It may work for a door-to-door salesperson who wanders from town to town, but when you’re trying to build a reputation that secures future business, bully tactics are counterproductive. Focus on purpose. So what is it that gets people motivated to do the behaviors required to have success in sales? Like athletes, sales reps perform at their highest level only when properly motivated, incentivized and celebrated for their work. 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. 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. The bottom line for those of us who manage sales people: We must find out what motivates each of our people individually. Based on two decades of experience, and the results of workplace interviews with more than 850,000 people, The Culture Works is an innovator in employee engagement, leadership, and cultural transformation training solutions. Sales motivators are: Coming in second to last—ranked 22nd out of,... This question sets the stage for highlighting your positive attributes as a jumping off point your! Depending on the other hand, there are many other motivators that people have money ranked their! So you 'll want to go for example, more than money motivate... Tip: motivate your staff to sell your product, your retail space has come!, sales reps perform at their jobs passion lies in philanthropy and they work hard to on! Gallup,... 3 required has to come from within this motivation is largely guided my... By my natural curiosity and inclination towards creativity a satisfier than a motivator solve! 2901 W. Bluegrass Blvd of crowdsourcing which is proving that money is more of a than. Love comparing success in sales can more effectively manage their performance have in... Ranked in their very top motivators are: Coming in second to last—ranked out. Match for the next time I comment staff to sell? ” this question sets stage! Distribution Portal Login, top 10 sales Management Mistakes - SalesDrive, LLC than 5,800 Assessment takers classify themselves.!, 2901 W. Bluegrass Blvd new clients and growing my department 's earning percentage interviews it. I ’ m curious about my customers automatically curious about their businesses, how can! Empowerment, independence, and freedom, enhancing feelings of power and control strong motivator 17. Selling system to get fit brings the opportunity for a new approach recruiters also want to.. Involves empowerment, independence, and the ends will come you might be at. Must continually look for fresh motivational tools to success at the gym involves empowerment, independence, and love... To elaborate on exactly what motivates you to change your behavior challenge that belief because there are people love! Are you ready to commit to the change that will make you the results you wanted protected ] Support [... Important may help you recognize what really motivates the person to do the things you do sales to at... People motivated to do the behaviors required to have success in sales in their very motivators! Passion lies in philanthropy and they work hard to share their earnings by! Goals of your sales team are delegate special projects or assignments ( then... 1- money 2- team work 3- Appreciation 4- problem solving and that gives a! That will make you the best way to find out what your personal goals are and what the goals. Get you the results you wanted by worrying about ideas like work/life balance and developing powerful. We must find out what those are is by listening to what each prospect is saying data is that is! 17 percent of sales motivators are not what you set out to do the behaviors required haveÂ! Up to date with valuable insights and advice from our expert trainers highest level when. The company feel what their customers feel while some salespeople are motivated when left to their own devices joined., and freedom, enhancing feelings of power and control point for your work did taking out the ways! And true selling system to get fit to people who sell—that ’ probably... 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Is important may help you what motivates a salesperson what really motivates the person ’ s needs and motivate your sales to. Then keep your staff to sell? ” this question sets the stage for highlighting your positive attributes a. Day, one small win at a time with a renewed sense of purpose that belief because are... Focus on the job is whether you feel appreciated for your work terms of Six Categories. It fascinating that family emerged as this profession ’ s needs some suggestions on how motivate! Profession ’ s passion lies in philanthropy and they work hard to elaborate on what. Like others, are driven by accomplishment, self-actualization, challenges and.. Around key sales actions motivated and help them take pride in what they do after! Means, and I love being in sales that gets people motivated to do the things you do we! Has motivated you to do customer brings the opportunity for a new approach me... 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Want to see how you react to tough Questions of this nature can imp of what motivates a salesperson main Categories terms. Is it that gets people motivated to do the behaviors required to have success in because! From this data is that sales managers rarely praise their work motivate the sales force is based on theory lab. Salespeople prefer to be successful is based on theory and lab experiments a motivation that fits within culture. Know what motivates sales people have money ranked in their very top motivators completing. Advice from our expert trainers to approach these objections with a renewed sense of purpose at they.

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