Introduction:

Sales motivation is the motivation your sales reps feel internally to succeed. Today on the funnel we discuss what motivation means, what changes you can make to your team, how to stay consistent, and where coaching comes into play. Now that we know what it is, how do we keep them motivated? As always if you have any questions feel free to schedule a free 30 minute consultation and i’ll do my best to help in any way I can.

 

What we’re going to cover:

  • Motivation defined.
  • Changes.
  • Consistency.
  • Coaching.

 

Motivation defined.

 

Intrinsic.

“Intrinsic motivation involves engaging in behavior such as achieving quota or being successful because it is professionally rewarding. In essence, they want to get better at what they do so they’re performing that activity for the sake of that activity rather than the high commission.”

 

Extrinsic.

“Extrinsic motivation is when you are motivated to perform a behavior or engage in an activity that provides you with an reward. It’s driven by the need to avoid the negative consequences of not doing that said behavior.”

“For example, you get paid a high commission for hitting/overachieving quota and if you don’t do that you lose your job.”

 

Not to be confused with desire.

“Desire is how badly someone wants to succeed and what’s behind that desire is motivation (either intrinsic or extrinsic). And the two go hand in hand because the motivation is what’s behind desire, and then ultimately how committed you are.”
 

Changes.

 

Salespeople are different.

“What we’re finding now is that as the years have gone on sales reps are more intrinsically motivated. The numbers have changed drastically over the last 10 years and the vast majority of sales reps moving into the marketplace today are motivated beyond the money.”
 

What is it doing for them beyond the money?

“Are they developing and evolving in their craft and becoming the best that they can possibly be? We see there’s a higher purpose to what they’re doing, they’re achieving something for the company, for the team, for themselves and the goal is more intrinsic.”

 

Compensation.

“Oh, they want to get paid but they also want to have to have a higher purpose. There are things that they want to do beyond just ‘write me a check.’ So, you might have to adjust your conversations or how you work with them, and in some cases compensation because they want different things.”

 

Consistency.

 

“Salespeople are motivated by consistency.”

 

Clarity.

“They want some clarity, they want to know what they’re there for, the purpose of their job, and how they succeed at said job. What does success look like? It was easy 20 years ago to say what success looked like because it looked like the number but that’s not the way it is anymore.”

 

Plan and follow through.

“They want a plan from you that shows a path to success. And they want a very clear picture of what that looks like and beyond that once you put that in place they want you to follow through on what you said you were going to do. They want to know that you have their back. Sales reps don’t want any of this ambiguity or middle of the road stuff.”

 

What motivates them?

“If you want to motivate your salespeople, you need to know what motivates them because if you’re dangling this carat of dollars in front of them and telling them if they fail they’re going to get fired and they’re intrinsically motivated? It’s not going to do a whole lot for you.”

 

 

Coaching.

 

So, what does all this mean?

“Well in the world of intrinsic motivation it’s a leg up for you as a manager in the coaching world because you know exactly what you need to do to help them be successful.”

“You put the plan in place, you create clarity, you explain to them exactly what it looks like so succeed, you have a good sales process, you embrace good methodology, good support, and now you’re in the field, you’re delivering on that, you’re coaching on that, you’ve got their back.”
 

Eliminates over managing.

“It allows you to lead without over managing. Meaning, you’re calling them all day every day getting into things that aren’t going to help you.”

“If you can effectively coach and manage them properly you’re going to motivate them through the intrinsic motivation meaning you don’t need to micro manage, right?”

 

What do your sales reps want?

“They see sales as something they want to become very good at, they see it as a higher purpose, bigger than themselves, it’s the company, it’s the team, it’s giving back. They’re looking to you for clarity,to provide them purpose, to show them how to succeed and what success looks like, and they’re looking for you to support them in that endeavor.”

“And you’ll find people stick around a lot longer because they know the grass isn’t always greener somewhere else. That you’ve created that higher purpose for them.”
 

Keep Filling The Funnel

We would love to hear from you. Let us know what you think about this episode. Please feel free to reach out to us if there is a specific sales topic you would like me to cover.  You can find me on Twitter at @Sheajohnr or email me at jshea@alignment-group.com.  And if you get a chance, please feel free to review us on iTunes.

 

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