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Guest post by: Tony Cole Become an Author

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"Psst. It's The Secret." Have you read The Secret, seen the movie or visited the website where great minds have gathered to find the secret of life? So, what is the secret to motivating top salespeople? This is the question that continues to challenge organizations and frustrate sales leaders.

The answer to that question is not a secret. The single biggest motivator for top salespeople is their goal plan. Borrowing a segment from the website of The Secret:

"The Secret reveals the most powerful law in the universe. The knowledge of this law has run like a golden thread through the lives and the teachings of all the prophets, seers, sages and saviors in the world's history, and through the lives of all truly great men and women. All that they have ever accomplished or attained has been done in full accordance with this most powerful law."

In selling, that most powerful law in the universe involves our personal goals and the actualization of what we want in life. In selling, the most powerful law is making those wants, dreams, desires and goals non-negotiable.

What motivates top producers are their own personal goals. Personal goals that top producers consciously choose to make non-negotiable. People strive for freedom: freedom of time and freedom of choice. What 'buys' people that freedom is money. Sales provide the money that buys the freedom to realize dreams. The answer isn't a complex compensation package with rich incentives. By and large, what motivates top producers is the dream of being successful with all that this implies and provides in terms of freedom.

If you want to become a top producer or if you want to manage your top producers to another level:

1. Create or find an environment where you have the chance to dream (set goals),
2. Build a goal plan around those dreams with details and deadlines,
3. Find or access resources to help those dreams come true and
4. Make sure that you have a coach who will hold you accountable to reaching your dreams.

Salespeople don't care about shareholder value; they care about what they care about. The great secret is found in each individual's personal goal plan, their plan for freedom. This is the single biggest motivator for top salespeople and no doubt, the secret to a rich and rewarding life

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  Everyone has a plan. Some plans are better than others because they contain all or most of the necessary steps and sequence them in an appropriate order. Most plans have gaps where steps should be and the sequence doesn't lend itself to success. One area where we see this occur repeatedly is when companies are about to hire a Sales VP or Director AND
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