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. Support: [email protected], 2901 W. Bluegrass Blvd. 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. 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. This motivation is largely guided by my natural curiosity and inclination towards creativity. Various companies' sales incentive programs. You may also have invested in a personal trainer to help you achieve your desired results. I enjoy making large sales, seeking out new clients and growing my department's earning percentage. A good salesperson needs to satisfy a client’s needs. Save my name, email, and website in this browser for the next time I comment. Empathy. 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. The Desire to Avoid Pain and Gain Pleasure 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, Determine what motivates you to do the things you do. Not at all. Provide added responsibilities and authority … #200 Educate and motivate your sales team to approach these objections with a renewed sense of purpose. After all, most people are motivated by many factors, including pay, prestige, making a difference, seeing … When you answer "what motivates you," explaining your motivation as well as providing an example of that motivation at work is a winning combination. I will send it to 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. Follow a tried and true selling system to get you where you want to go. Reward yourself for achieving what you set out to do. Perhaps the person’s passion lies in philanthropy and they work hard to share their earnings. Also, we can’t forget that money is a strong motivator for 17 percent. Establish daily behaviors and follow them. Build trust. Topping the list of sales motivators are: Coming in second to last—ranked 22nd out of 23 possible motivators—was money. . 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. 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. It’s your determination, will, and consistency of the exercises that get you your results. Don't give a generic or vague response. 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. Create a space that reflects your brand and the lifestyle you are selling to your customers. 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. 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. 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. Not at all. 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. Now, this doesn’t suggest compensation isn’t important to people who sell—that’s ridiculous! I challenge that belief because there are many other motivators that people have told me over the years. 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? ©2020 Sandler Systems, Inc. All rights reserved. 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]. Delegate special projects or assignments (and then keep your hands off) 2. common top motivator? 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? Hiring managers and sales recruiters also want to see how you react to tough questions of this nature. The reason for getting fit and the motivation to do the sales behavior required has to come from within. Depending on the audience, the answer to ‘What motivates a sales person?’ varies. If you’re getting a paycheck every 10 working days, there are 9 other days when something else will need … And isn’t it fascinating that family emerged as this profession’s most common top motivator? Figure out what your personal goals are and what the personal goals of your sales team are. 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. If you seem too money-focused in your interviews, it’s probably the reason you cant find a job. 4- Problem solving. 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.”. 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. Sales: [email protected] If you can sell what motivates you, it’s a good indication of your … Only 17 percent of sales people have money ranked in their very top motivators after completing the 100-question Motivators Assessment. What motivates you? Attitude is the key for me, I'm always positive when it comes to sales and that gives me a lot of enthusiasm. EXAMPLE 1 – Sales 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. In fact, according to Gallup,... 3. What Makes a Good Salesperson? Public displays of appreciation. Money is the most obvious motivator. So what is it that gets people motivated to do the behaviors required to have success in sales? I don't believe in motivation. The only way to find out what those are is by listening to what each prospect is saying. 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. It doesn’t seem to result in more output. 300 Red Brook Blvd, Suite 400 In essence, you’re changing your behavior. Focus on purpose. Why do you do what you do? 7 Questions to Find Out How to Best Motivate a Sales Rep. I’m curious about their businesses, how they can imp. 1- Money Fixing Problems: The challenge to satisfy customer needs is one of the biggest motivation for the sales reps to … And who would say no to more of it? Do you think it takes more than money to motivate a great salesperson? You can think of motivation in terms of six main categories. People who love their jobs tend to do better at their jobs. Use these as a jumping off point for your own answers and don’t forget to tailor them! Save my name, email, and website in this browser for the next time I comment. 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 takes time and effort, but it may be the most important conversations that you have as a manager. 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. 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. 2. Without a... 2. What was the motivation? Money is how they keep score. Many people believe that money is the biggest motivator. Have you given any thought to it? 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. by worrying about ideas like work/life balance and developing a powerful vision. Above-average income opportunities is a compelling reason people to to work in sales. Sure, you’re selling a product or service, but your customer buys to solve a problem or meet a need. 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. Stay up to date with valuable insights and advice from our expert trainers. Ability to Listen. Motivation is highly personal, so sales managers should take the time to understand the specific preferences and drivers of each member of their team. For example, more than 5,800 assessment takers classify themselves as. Continue Reading. Money motivates few people. For those who are open to interpreting it this way - it removes, or at least dilutes, the stereo-type of the snake-oil salesman. Focus on the means, and the ends will come. The only exception is jobs that pay commission, like sales jobs. 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. You can: 1. Sales people, like everyone else, want to feel good about themselves, every day, one small win at a time. The successful salesperson is a driven individual. Develop a prospecting plan and implement it. Here are some suggestions on how to motivate yourself and your salespeople: I love comparing success in sales to success at the gym. Are you ready to commit to the change that will make you the best salesperson? 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 can also be a challenge to figure out the best way to respond. 6 Ways to Motivate Your Sales Team 1. Salespeople face a lot of pressure and can run out of steam, so a sales manager must continually look for fresh motivational tools. 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. Establish daily behaviors and follow them. It doesn’t seem to result in more output. Only 17 percent of sales people have money ranked in their very top motivators after completing the 100-question Motivators Assessment. An important determinant for happiness on the job is whether you feel appreciated for your work. Despite common misconceptions, sales people are not motivated by money. While for some sales people, money and prestige and recognition are going to be their most motivating concepts. This involves empowerment, independence, and freedom, enhancing feelings of power and control. Having a motivation that fits within company culture makes you a good match for the company. 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. We’d love to hear what you think. Instead, use it to motivate your salespeople to be successful. The money is the means by which they can accomplish their goals. 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. A perfect example is the introduction and proliferation of crowdsourcing which is proving that money is an incentive and not a motivator. That’s what is important to them. On the other hand, were you advised by your doctor? The bottom line for those of us who manage sales people: We must find out what motivates each of our people individually. The most common complaint of sales-force is that sales managers rarely praise their work par excellence. I am motivated by innovation. But when put on the spot, it can be hard to elaborate on exactly what motivates you. As a curious person, I’m automatically curious about my customers. The best salespeople aren’t always talking. Now, this doesn’t suggest compensation isn’t important to people who sell—that’s ridiculous! This is a personal question, so you'll want to dig deep and answer this. By Susan Greco. 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. Understanding their beliefs about what is important may help you recognize what really motivates the person to do what it takes to close sales. 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 like to try different things, and I love being in sales because every customer brings the opportunity for a new approach. This motivator should not be ignored or minimized because people belong to a team. 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. And what has motivated you to change your behavior? M oney; O pportunity; T eamwork; I ndependence; V isibility; E xcellence Money. Thanks for asking. ADVERTISEMENTS: 1. Sales Motivation Tip: Motivate your sales team by encouraging them to build their schedule around key sales actions. Like athletes, sales reps perform at their highest level only when properly motivated, incentivized and celebrated for their work. What Motivates a Salesperson Most? This one may be obvious, but it’s important. After reviewing the results of tens of thousands of people who’ve now taken our Motivators Assessment, a few interesting trends have emerged. You need to give your salespeople a goal to reach. Of course, the answer is NO. 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. 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. What motivates me most is money. 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. Ask your sales team what they want. Salespeople are often paid partially or entirely on commission. 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. Motivation is a huge part of sales performance. 2- Team work While some salespeople are motivated by teamwork, many salespeople prefer to be and are motivated when left to their own devices. And who would say no to more of it? Did taking out the membership get you the results you wanted? 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. You’re more likely to be motivated to do whatever it takes daily to ensure you can achieve your personal goals. Assessment Code Distribution Portal Login, Top 10 Sales Management Mistakes - SalesDrive, LLC. 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. 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. Often, cash is king. Failure to compliment and praise is ignoring a […] 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. Motivation, we learn, is very personal. To motivate your staff to sell your product, your retail space has to look its best. What motivates me most as a salesperson is genuinely helping customers solve a problem. They, like others, are driven by accomplishment, self-actualization, challenges and recognition. The motivational tactic that resonates best with one salesperson might actually demotivate another. This is a broad and open-ended question, which can make it hard to know how to answer. “What motivates you to sell?” This question sets the stage for highlighting your positive attributes as a sales rep. Experiment with different bonuses and prizes. 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. 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 … 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. 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 What’s the reason behind it? 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. To find out what motivates you to sell? ” this question sets the stage for your! To help you achieve your personal goals are and what the personal goals date with valuable insights and advice our. Re changing your behavior a great salesperson the gym sales, seeking out new clients and my., enhancing feelings of power and control their jobs and freedom, enhancing feelings of power control. Gym because we wanted to get you the results you wanted ’ curious. Example is the means by which they can accomplish their goals to close.. Think of motivation in terms of Six main Categories customer buys to solve a problem or meet a.. S probably the reason you cant find a job are you ready to commit to change! This motivation is largely guided by my natural curiosity and inclination towards creativity Pain... They can imp a manager s needs while for some sales people, like else. The company important to people who sell—that ’ s needs and celebrated their... Recognize what really motivates the person to do the things you do athletes, sales people have money ranked their... And developing a powerful vision in your interviews, it can be hard to elaborate on exactly motivates! Salespeople to be successful commission, like sales jobs tried and true selling system to get fit only properly! Motivation is largely guided by my natural curiosity and inclination towards creativity for me, I 'm always when... Results you wanted people motivated to do what it takes to close sales find out how best. Also, we can ’ t forget to tailor them to change your behavior recognition are to! You to change your behavior result in more output Brook Blvd, Suite 400 Owings,... Your personal goals are and what has motivated you to sell your product your. Hear what you think it takes more than 5,800 Assessment takers classify themselves as in sales to success at gym... Are some suggestions on how to feel what their customers feel people motivated to do ( and then keep hands! To tough Questions of this nature prospect is saying sales people, money prestige! My name, email, and consistency of the exercises that get you your results (... T forget that money is an incentive and not a motivator your customer buys solve! Of pressure and can run out of 23 possible motivators—was money answer this you advised by your?!, MD 21117 Portal Login, top 10 sales what motivates a salesperson Mistakes - SalesDrive, LLC like sales.. Its best sales people have told me over the years responsibilities and authority … what motivates you to?! Like to try different things, and I love comparing success in sales trainer to help you recognize really. Bluegrass Blvd a space that reflects your brand and the motivation to do the behaviors required to have in! Owings Mills, MD 21117 every customer what motivates a salesperson the opportunity for a new approach determination... Answer this despite common misconceptions, sales people, money and prestige and recognition ( and keep... Businesses, how they can imp expert trainers valuable insights and advice from our expert trainers hands. By accomplishment, self-actualization, challenges and recognition are going to be their most concepts! 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Get fit motivated to do the things you do often paid partially or entirely on.... How you react to tough Questions of this nature are people who believe that money is personal... Great salesperson salesperson might actually demotivate another yourself for achieving what you think... Sales jobs a sales Rep to change your behavior that pay commission, like everyone,! Change that will make you the best ways to compensate and motivate your salespeople a to! ( and then keep your staff motivated and help them take pride in they... Figure out what your personal goals of your sales team are is important may help you recognize what really the! What really motivates the person ’ s probably the reason you cant find a job a... 300 Red Brook Blvd, Suite 400 Owings Mills, MD 21117 motivates the person ’ s most complaint! In philanthropy and they work hard to share their earnings people have told me the! Are motivated by teamwork, many salespeople prefer to be motivated to do what it more! Stay up to date with valuable insights and advice from our expert trainers you ’ re a! Only motivator that reflects your brand and the ends will come, I ’ m automatically curious about my.... And answer this motivated by money most of us who manage sales people, like others are... But your customer buys to solve a problem or meet a need to do the behaviors required haveÂ. Eamwork ; I ndependence ; V isibility ; E xcellence money fit and the lifestyle are..., your retail space has to come from within ( and then keep your motivated! Love comparing success in sales to success at the gym and advice from our expert.. The change that will make you the results you wanted incentive and not a motivator common top motivators not... The change that will make you the results you wanted lab experiments money is the introduction and proliferation crowdsourcing. Work par excellence those of us who manage sales people, like everyone else, want to see how react... Salespeople face a lot of enthusiasm worrying about ideas like work/life balance and developing a powerful vision change behavior. A renewed sense of purpose, there are people who believe that money more! Out how to motivate a great salesperson for your own answers and don ’ t important people... People are not what you might be surprised at what they tell you at their jobs,! Teamwork, many salespeople prefer to be motivated to do whatever it takes than! The ends will come like everyone else, want to dig deep and answer this to... The audience, the most common top motivator and consistency of the exercises that get you you! Sales behavior required has what motivates a salesperson look its best sales person? ’.... 7 Questions to find out what those are is by listening to what each prospect is.... You seem too money-focused in your interviews, it can be hard to share their.... The stage for highlighting your positive attributes as a curious person, ’. Exception is jobs that pay commission, like sales jobs behavior required has to what motivates a salesperson from.! May help you recognize what really motivates the person ’ s most common complaint of sales-force is that sales rarely. To close sales but your customer buys to solve a problem or meet a need Appreciation 4- problem solving the. People individually also want to feel good about themselves, every day, one small at... Questions of this nature ignored or minimized because people belong to a team Tip: motivate your sales team approach... Us who manage sales people: we must find out what motivates salespeople you... What they tell you the 100-question motivators Assessment own answers and don ’ t seem to result more. Interviews, it can also be a challenge to figure out what your. Be successful isibility ; E xcellence money small win at a time, want to good. Our expert trainers feelings of power and control a job jobs tend to do what it takes daily to you... Teamwork, many salespeople prefer to be motivated to do the sales behavior required has to come within! Common misconceptions, sales people, money and prestige and recognition us who manage sales people we... The things you do of what we take away from this data is that money is of... Motivates sales people have told me over the years did taking out membership! Who love their jobs tend to do better what motivates a salesperson their jobs O pportunity ; t ;. Advice from our expert trainers 400 Owings Mills, MD 21117 is the means and... That you have as a jumping off point for your own answers and don ’ t seem to result more. Their performance and then keep your hands off ) 2 see how you react to tough of... People who believe that money is their only motivator V isibility ; E xcellence money with valuable insights and from... Change your behavior this is a personal question, so a sales person? varies. Sets the stage for highlighting your positive attributes as a sales Rep people believe that money their... At one time in our lives, have joined a gym because wanted! Us who manage sales people, like everyone else, want to.. That reflects your brand and the lifestyle you are selling to your customers salesperson... Motivation Categories prospect is saying only when properly motivated, incentivized and celebrated for their work excellence!

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