"Motivation is the art of getting people to do what you want them to do because they want to do it." --Dwight D. Eisenhower What motivates your sales team and how do you know? It's dangerous to assume that sales people are simply motivated by money whether it be salaries or incentive schemes. Extensive research has shown that in a sample of over 500 sales people, financial motives were third from bottom in a list of 8 factors: It's equally dangerous to believe that an individual is motivated by the same things as your own personal drivers! Through a process of sales person self-analysis, this Salespunch™ tool enables you to be certain about a salesperson's key motivators and how they change over time. For example, someone who has just been passed over for promotion in favour of a less well qualified colleague is likely to be motivated by the prospect of career advancement and achievement. Someone with low self esteem (perhaps due to a troubled family life) is likely to feel motivated by recogntiion and praise and good teamwork. An understanding of these motivators ensures that focussed management attention can be given which optimises the salesperson's motivation and effectiveness. Click here for more on salesforce motivation or Contact your Salespunch™ coach for a demonstration. |