6 common m.o.t.i.v.e.s of salespeople
TRANSCRIPT
Six Common Factors That Motivate Salespeople
Money1
2 Opportunity
Teamwork3
Visibility5
6 Excellence
Independence4
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
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
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
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
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
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
Learn how to transition star sales reps into high performing sales managers!
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