sales motivation
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The #1 Top Key to Keeping Salespeople Motivated Revealed Here
- May 7, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Over the years, you have worked with many salespeople and oftentimes their success, or lack thereof, didn’t correlate as much to their skills as it did to their Desire or Motivation for sales success. Desire is how badly one wants to succeed, and Motivation is what drives them to success. I’ve written many articles about Sales Motivation, but let’s take a slightly different path today.
What is actually behind sales motivation?
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Sales Team Morale is Overrated
- March 2, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Someone posted the question, “Are you already behind on your YTD sales goals?”.
One responses was another question, “What are some different ways you keep morale high when the team is behind on goals?”
I responded to this question with the following answer:
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How Can Strong Salespeople Lack Desire for Success?
- October 20, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This question is kind of funny to me.
Using Objective Management Group’s Sales Candidate Assessment, a company could assess 1,000 salespeople, understand that Lack of Desire for Success in Sales causes an automatic “Not Recommended”, and not be tempted to interview a single candidate who lacks Desire. That is until they introduce a sales candidate that they “know” into the mix.
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Red Sox and the Sales Force – Winning and Losing is Contagious
- September 21, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Of course you can coach, train and develop SOME of the wannabes, but only if they are Committed, Motivated wannabes, that you can hold accountable.
Either way, winning is contagious and you must do everything in your power to create a winning environment where success is expected and anything less is not acceptable.
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Tenure – Could it Possibly Be a Good Thing for your Sales Force?
- July 25, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s good when people feel positive about their situation, allowing them to perform their most brilliant work. It’s bad when their sense of permanence causes them to do as little as possible. It’s good when it makes the company appear stable to those prospective companies who would consider doing business with you. It’s bad when their sense of entitlement causes them to believe that the work that must be done is now beneath them. And so goes the tenure argument.
What about tenure with salespeople?
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The Sales Manager as Ice Cream Man
- June 27, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You may not be able to promise them ice cream in return for scheduling 8 new meetings this week, but I’m sure there is something that will motivate them to do it. The question is, “what?”
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Little League and the Sales Force – It’s more Than Trophies
- April 18, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The underlying premise for a contest is to change behavior that will drive revenue!
Challenge your salespeople, provide incentives for them to modify behaviors to drive revenue, and reward them for leading the way. It’s a formula that can’t be beat.
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Money Motivated Salespeople a Dying Breed
- April 8, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I mined the data on 150,000 salespeople that were assessed in the past three years, a period of time that includes both the pre and post economic crash. I noted that the only data point that has changed for salespeople is the percentage that were Money Motivated.
50% fewer salespeople are money motivated today as compared to the findings from 2007.
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The Effect of Momentum on the Sales Force
- February 25, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Momentum has a magical effect on salespeople.
When salespeople are doing well, there is pressure on everyone to keep up, carry their fair share, compete, be successful, and contribute. It causes salespeople to remain focused, be at their best, and put forth the extra effort. It contributes to happiness, fulfillment, excitement, confidence and success. That’s all pretty good, huh?
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But I’m a Sales Guy! The Story of Motivation and Compensation
- June 7, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A Sales VP and his CEO were in the conference room and each time the CEO brought up a problem, we asked the Sales VP to elaborate. Each time he began with, “Well I’m a sales guy so I know this stuff…”
Yes and No.
Yes, he’s a sales guy. But no, he doesn’t know this stuff. If he knew this stuff the problems and challenges in their organization wouldn’t exist and the two of them wouldn’t be sitting in front of us in the conference room. This isn’t at all unusual either.