COMMON M.O.T.I.V.E.S. of Salespeople

Sales leaders want their salespeople to be motivated about reaching and exceeding sales goals

Successful sales leaders are adept at identifying dominant motivations and motivation signals

Six Common Factors That Motivate Salespeople

Money1

2 Opportunity

Teamwork3

Visibility5

6 Excellence

Independence4

Money1

While money is important to most salespeople, it isn't necessarily

the most important motivator

Relate sales results to money

Set special incentives for superior performance

Discuss and reinforce personal and financial goals for the future

Ways to Impact Money as a Motivator

Opportunity2

For salespeople motivated by opportunity ...

...challenges and the possibility of improving their situation is a powerful motivator

Show how success leads to advancement

Provide for career pathing where possible

Delegate responsibilities that prepare them for future promotion

Ways to Impact Opportunity as a Motivator

Teamwork3

Many salespeople are motivated by the social aspects of

being part of a team

They gain satisfaction from group problem solving and contributingto team success

Ways to Impact Teamwork as a Motivator

Hold frequent sales meetings or social functions

Get them involved in team projects

Use “teamwork” and related ideas in your speech

Build in team incentives

Independence4

Many salespeople are motivated through empowerment, independence and freedom

It enhances their feelings of

power and control

Delegate special independent projects or assignments

Provide added responsibilities and authority

Have the salesperson take lead on part or all of a sales meeting

Ways to Impact Independence as a Motivator

Visibility5

Visibility involves gaining

recognition and approval

from others

For some salespeople, the need to

stand out from the crowd can drive motivation

Give approval for even small accomplishments

Applaud successes personally and/or publicize

Be sure salesperson knows accomplishments are recognized

Ways to Impact Visibility as a Motivator

Excellence6

Excellence means taking great pride in

achieving or surpassing expectations

These salespeople are motivated when their

leaders have confidence in them to excel

And a lack of confidence may

prevent them

from performing well

Ways to Impact Excellence as a Motivator

Establish development goals and action plans together to enhance confidence in achievement

Try to build on strengths

Ignore minor mistakes

Congratulate people on their achievements and progress toward goals

Identifying and managing motivational factors is crucial

to maximize the potential of your team

Learn how to transition star sales reps into high performing sales managers!

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By David Jacoby

@DiJacoby