In their desire to "motivate" their sales teams, many sales leaders miss the mark. Learn from my mistakes and discover the real keys to motivation. Hint: it's not your lame commission plan. That's not motivating.
Money Isn't Everything: Cracking the Motivation Code
Unlocking the Mystery of Sales Motivation
If you believe that tweaking your commission plan will magically transform your sales team into a powerhouse, think again. The common misconception is that all salespeople are purely "money-motivated." In my years of experience, this notion couldn't be more off the mark.
💰 Debunking the Money Motivation Myth
In my experience, salespeople fall into two categories: motivated or not. It's that simple. A commission plan, while a nice short-term incentive, doesn't sustain long-term motivation.
🚀 The Folly of Rich Commission Plans
Sure, a bonus for hitting targets is a good short-term motivator. However, no commission plan can turn an unmotivated salesperson into a motivated one.
🟢 The Real Focus: Hiring the Motivated
Instead of concocting elaborate commission plans that you think will "really motivate our sales team" shift your focus:
-
Hire for Motivation: Look for innate motivation during the hiring process. It's the bedrock of a successful salesperson.
-
Create a Motivating Environment: Once hired, immerse them in an environment rife with potential, clear career paths, robust coaching, and continuous learning opportunities.
FAQs About Sales Motivation
Which part of your brain is involved in your motivation?
The limbic system, especially the amygdala and ventral striatum, plays a crucial role in motivation.
Which scenario is an example of intrinsic motivation?
Working on a project because it brings personal satisfaction and joy is an example of intrinsic motivation.
Which scenario is an example of extrinsic motivation?
Completing a task to earn a bonus or avoid punishment is an example of extrinsic motivation.
Act Now: Unleashing True Sales Motivation
The reality is clear: genuine motivation goes beyond monetary incentives. It's about hiring individuals wired for motivation and cultivating an environment that nurtures and sustains that inner drive.
If you want to improve your chances of hiring a truly motivated salesperson, download my template of 77 Sales Interview Questions right here.
