sales.

The Difference between Motivation and Commitment

Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.

differencesI have posted more than a dozen extremely popular "difference between" articles so we have another series on our hands. Scroll below the titles for today's article on theDifference Between Sales Commitment and Desire.

The Difference Between Sales Commitment and Desire
I was explaining this difference to a client today and the two findings we were comparing were striking in their contrast.
The candidate in question scored 100 - off the charts - on Desire - How badly he wants to succeed in sales; yet as low as he was high - 16 - on Commitment - his willingness to do what it takes to succeed in sales. So as you might expect, the client asked, "How can he score so high in Desire but so low in Commitment?"
Great question.
I'll explain it in exactly the same fashion I explained it to him.
Let's take my 9-year-old son. He desperately (the equivalent of strong desire)wants an iPhone, . But he hasn't been able to do the things he must do in order to get it. What things? Let's just leave it at normal kid behaviors that everyone wants from their kids at that age. As much as he wants that darn phone, he isn't Committed enough to pick uphis dirty clothes from the floor, eat a fruit or vegetable, or go to bed when it's time. Like I said, normal 9-year-old stuff.
Salespeople with strong Desire, but weak Commitment, want to be successful, want to win awards, get paid big commissions, garner recognition and be the best, but they won't do the things that are uncomfortable or difficult for them. Those things entail anything from prospecting, to having the tough conversations about money and budget, to challenging prospects or pushing back at appropriate times, to qualifying, asking about competition, and asking personal questions.
With all of the new rules for business, changes to the way businesses buy, the resistance to spending money, the economic challenge never far away, and the competitive landscape being more difficult than ever, a salesperson without strong Commitment is simply unable to overcome these challenges.

Author:.

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...

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