SalesMotivation.net

by Gary Jones

I have a question for all of you Sales Managers out there. What will it take? What will it take to turn the new or mediocre sales person in your group into someone who drives revenue and reeks confidence? It will take a decision. A decision that this is the career field that I have chosen. This career is the vehicle that will facilitate my dreams coming true. This is the field that I will motivate and dedicate my professional life to.

It’s not unlike becoming a physician and taking the Hippocratic Oath. It’s a turning point. A place where the mind joins the reality. “I am and always will be, of my own volition, a Sales Professional.” This is the point that a mediocre, uncommitted hire begins to become the top performer that every Sales Manager loves to have.

Getting them there

What will it take to get the new hire off the dime? That’s where you come in. It is your job to find out what motivates your staff. Not as a whole, but individually. We assume that Sales Professionals are in it for the money. We assume that money, perks and rewards are the prime motivators for what they do. This may or may not be the case.

If you’ve never done so, take each of your staff out to lunch. Make it a long lunch. Get to know them. Find out what makes them tick. What motivates them? Why do they get up each morning? Do they have short and long term personal and professional goals? Ask about family, hobbies, etc. These are all important questions and will give you amazing insight into how you can motivate your staff to reach their full potential. You will then be able to help them reach both their goals and the goals of your organization. This is value.

Helping them decide

Now that you know why they are in this profession, it should be easy for you to determine why they are performing at a mediocre level. Use this knowledge to help them. Help them decide. Schedule some more individual time. Meet with each person in your staff and help them determine their goals, both professionally and personally. This does two things; it gives them a road map. A direction to take their careers. It also lets them know that you care. That you are willing to help them make a positive turn in their lives. You have helped them create value in their lives. This simple act will give you a staff that will go well beyond the norm to give you what you ask for.

Value…your goal

When you can find out what motivates each individual in your staff and how to use this knowledge to drive them, you have created incredible value. Bringing value to your organization is your goal. It is your key function as a Sales Manager. Bringing value will yeild enormous rewards. Your revenues will soar, your career prospects will increase and most of all, you will have a happy, motivated sales staff.

Don’t wait. Take action today. Get your sales staff to make a definitive declaration of where they want to go. Create value. You won’t regret it.