How Many of Your Salespeople are Receiving Welfare?

Guest post by: Dave Kurlan
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Everyone Can Sell. Not Really. Top 10 Reasons Why Not - By Dave Kurlan

I hear this very often: Dave,your assessmentsaid that Joe was not money motivated but I disagree. It seems like Joe is in here every month asking for more money.

Me: Tell me about that.

Client: Well, he says he isn't earning as much as he's worth so he hits us up for more salary or demands an increase in commissions.

Me: So what you are saying is that he is demanding that you pay him more money.

Client: That's right.

Me: In my experience, a money motivated salesperson simply sells more to earn more - that's themotivatedpart of money motivated. It seems that rather than doing that, Joe is asking you togivehim more money. He feels entitled but isn't doing anything about earning it. It's like he's on welfare and you're the government...

Client: Ouch. Thanks.

Money motivation tends to be very confusing to people but there is a huge distinction between being motivated to perform versus feeling entitled to more money. What do you have on your sales force?

There will be a couple of opportunities to hear me and other top sales expertsthis month (January 2012).

OnMonday, January 23at 2PM ET, I will be on a panel along with Tom Ziglar (Zig's "kid") and Lisa Cramer. Host Michael Nick will be discussing theFuture of Sellingand it should be a very insightful 45 minute teleconference. You can learn more and regsiterhere.

OnWednesday, January 25at Noon ET, I will be on a panel with 3 other sales experts when host Dave Stein, CEO ofESResearchdiscussesSales Leadership Strategies in a Virtual, Mobile and Social World. Stein will host additional panel discussions on a variety of topics during January and February. Toregister for my session click here. For information and/or to register for the other sessions,click here.

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Free PDF Download
Everyone Can Sell. Not Really. Top 10 Reasons Why Not - By Dave Kurlan

About the Author: Dave Kurlan

RSS for Dave's articles - Visit Dave's website
Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development. He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling (Dan Seidman), Stepping Stones (Deepak Chopra and Brian Tracey) and 101 Great Ways to Improve Your Life, Volume 2 (David Riklan).
Click here to visit Dave's website.

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How Many of Your Salespeople are Receiving Welfare?

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