If you're leading a sales team, your success hinges not only on the product or service being offered but also on the abilities and motivation of the sales team. While sales skills can certainly be developed and refined over time, motivation is often considered an inherent trait, one that can greatly influence a salesperson's effectiveness and longevity in the role.

But what is motivation, and why is it so crucial in the realm of sales? In this blog post, we'll explore the concept of motivation, its various forms—intrinsic and extrinsic—and how hiring naturally motivated individuals can be the linchpin to creating a successful, high-performing sales team.

Understanding Motivation

Motivation is the driving force that compels individuals to take action, set and achieve goals, and strive for self-improvement. In essence, it's the energy that propels someone to act. In the context of sales, motivation is often the differentiating factor between a good salesperson and a great one.

Intrinsic vs. Extrinsic Motivation

Motivation can be categorized into two primary types: intrinsic and extrinsic.

• Intrinsic Motivation: This form of motivation arises from within an individual. It is driven by personal satisfaction, a sense of accomplishment, or the sheer joy of performing the task itself. Intrinsic motivation often leads to self-driven, sustainable performance. Salespeople who are intrinsically motivated are more likely to enjoy their work and perform consistently well.

• Extrinsic Motivation: Extrinsic motivation, on the other hand, is derived from external factors, such as rewards, recognition, or fear of punishment. While extrinsic motivation can be effective in the short term, it tends to lack the staying power and depth of intrinsic motivation. Salespeople primarily motivated by extrinsic factors may be less resilient in the face of challenges or changes.

Why Is Motivation Important in Sales?

Sales is not for everybody and motivation plays a pivotal role for several reasons:

1. Persistence: Sales can be a tough and often rejection-filled job. Motivated salespeople are more likely to persist in their efforts even when facing setbacks.

2. Continuous Improvement: Intrinsic motivation often leads to a commitment to personal and professional growth. Salespeople who are motivated to improve themselves are more likely to seek out training, mentorship, and skill development opportunities.

3. Customer-Centric Approach: Motivated salespeople tend to be more customer-focused. They are genuinely interested in understanding customer needs and providing tailored solutions.

4. Achieving Targets: Motivated salespeople are driven to meet and exceed targets. They set high standards for themselves and work diligently to achieve them.

Hiring for Motivation

One of the challenges faced by sales leaders is how to identify and hire naturally motivated individuals. Here are some strategies to consider:

1. Behavioral Interview Questions: During the interview process, ask questions that assess a candidate's intrinsic motivation. For example, inquire about their proudest professional achievements and why those accomplishments matter to them.

2. Scenario-Based Questions: Present hypothetical sales scenarios and ask candidates how they would approach them. Look for signs of enthusiasm and a genuine interest in solving customer problems.

3. Reference Checks: Contact a candidate's previous employers and colleagues to gain insights into their work ethic, attitude, and level of motivation.

4. Trial Periods: Consider offering candidates a temporary or probationary period before extending a permanent job offer. This allows you to assess their performance and motivation on the job.

Conclusion: Building a Motivated Sales Team

If you're building a sales team, motivation is the secret sauce that can elevate your team's performance from good to outstanding. By understanding the nuances of motivation, recognizing its two primary forms—intrinsic and extrinsic—and implementing effective hiring strategies, you can build a sales team that consistently achieves success.

Remember that motivation is not a one-size-fits-all trait. Each member of your sales team may be motivated by different factors. Therefore, it's essential to create an environment that fosters both intrinsic and extrinsic motivation, allowing each salesperson to thrive.

Call to Action: If you liked this blog post, you might like some of my other free sales leadership guides to download here.