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Sales Success Begins with Defining What You Value To Better Understand What Motivates You

Guest post by: Leanne Hoagland-Smith

Article Overview: What motivates you each day to increase sales? Have you ever considered what motivate you is what you value?

Sales Success Begins with Defining What You Value To Better Understand What Motivates You

Sales professionals ultimately desire to earn more dollars by generating more revenue for their respective organizations. Thousands of hours are invested or wasted (depending upon your perspective) in achieving the desired results by examining sales targets, analyzing marketing trends, improving profitability, strengthening customer loyalty to reviewing the bottom line.

Given all the continued investment of the limited resources of time, energy, people, dollars and emotions, a logical person would be hard press to explain why only 40% to 80% of all revenue targets are achieved? In working with my sales coaching and organizational clients during the last 10 years, I have come to realize the following two consistent barriers to performance excellence:

1. The inability to clearly define success
2. The inability to understand what motivates each individual’s behavior

The first obstacle is fairly easy to overcome. By investing usually one hour through a facilitated process, any sales professional can determine what success means to her or him. This definition of success is an evolving process and will be redefined as the individual reaches new levels of achievement to changing positions.

Now the second barrier is not as easy to overcome. The best way to tackle this obstacle is through a proven behavioral assessment that looks to what the individual values. For what we as individuals value usually motivates us.

Next step is to have someone help you understand the ramifications from this testing tool. This is called a debriefing and really should be undertaken with someone who is certified to administer this type of instrument. Usually this entire process takes several hours. The first hour reviews the results of the behavioral assessment. Hour two looks more into depth specific to what you value. Finally, hours three and four take this information and connect it with some goals that are reviewed at 30 and 60 days as part of the follow-up process.

Behavioral assessments are only a tool to understand our current knowledge about ourselves. Until the information is applied to our roles as sales professionals, the richness or value (pardon the pun) of the instrument has been left dying on the vine. If you truly want to increase sales, then make sure you invest the time to define what you value to determine what motivates you to that next level of sales success.

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Article Tags: behavioral assessment, bottom line, customer loyalty, desired results, emotions, li li, limited resources, logical person, obstacle, organizational clients, performance excellence, profitability, ramifications, revenue targets, rsquo, sales coaching, sales professionals, sales targets, testing tool, time energy



Related Forum Posts
Re: Success - I study success intently, and would like to share: Here's two excellent and nearly identical success-formulas from a couple of the world's masters. FIRST FORMULA: 1. Passionate Desire 2. Clear, Definite Purpose 3. Committed Decision 4. Take Action In Faith (Bonus Secret Sauce: 5. Repeat Consistently) I made a video about this, but am not allowed to link it yet. Google "Ryze Success Steps" for it. Oh, and this is Napoleon Hill's (Master Of Success Laws)'s Formula. SECOND FORMULA: 1. Passionate Desire 2. Understand It Is Already Done (Faith) 3. Relax & Allow It To Unfold (Go about your life calmly) This one is courtesy of Abraham-Hicks (inspiration for the movie The Secret). Hope that helps!
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Re: THE SECRET TO SUCCESS IS ALL IN YOUR HEAD...RIGHT NOW!!! - Success = Thinking (Head) + Heart (Feeling / Interest) + Hand (doing/ action). Success - H3 Robert
Hello From Marietta GA! - Hello All! My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!


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