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what motivates a salesperson

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

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