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Now How Can You Motivate Your Salespeople?
Written by: Dave KurlanArticle Overview: If you can't motivate your B and C players in the most challenging times by having them set goals so that they can earn more money, then how can you motivate them?
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Now How Can You Motivate Your Salespeople?
While reviewing the recent sales assessment data compared with the
same data from before the recession, two changes jump out at me.
The
first is Excuse Making. While the 74% who under achieve have always
been big excuse makers compared to the over achieving 6% and the
achieving 20%, there has been a marked increase in Excuse Making in the
past 18 months. Salespeople are pointing fingers outwardly rather than
at themselves, a dangerous trend. Until salespeople (and sales
managers) take responsibility for their results, they won't change what
they're doing. Until they say, "I wasn't effective enough", they won't
ask the follow up question, "What could I have done differently to get
a better outcome?".
The second is
Money Motivated. Has the criticism of Wall Street and the myriad of
people who were living above their means caused salespeople to feel
embarrassed about their desire to earn more money? Nothing has changed
with the elite 6% and the achieving 20%. But the under performing 74%,
as a group, have become money indifferent! If you can't
motivate your B and C players in the most challenging times by having
them set goals so that they can earn more money, then how can you
motivate them?
You can always rely on recognition,
competition, incentives (contests), promotions, and challenges. But
are they powerful enough to replace the ability to earn enough money to
get more stuff, property and travel? Have salespeople actually become
a group of people who will sell because it's the right thing to do?
What are your thoughts? We'll continue this discussion on today's (2-24-10) Noon ET episode of Meet the Sales Experts with my guest, Bill Eckstrom, founder and President of EcSell Institute.
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Article Tags: assessment data, challenges, challenging times, contests, dangerous trend, desire, elite, enough money, excuse, incentives, myriad, pointing fingers, promotions, recession, sales managers, salespeople, target, wall street
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About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website  Click here to visit Dave's website   Salesperson Selection Visual Pipeline Predict Sales Turnover |
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