">

RAB Research Archive

Motivation is a myth



As a new sales manager, one of the early mistakes I made was thinking that I could "motivate" my salespeople. In my experience, motivation comes from within. I believe the most we can do for our sellers is inspire them.

Nothing motivates like achievement. Ever have a seller close a big deal? They don't need a motivational speaker when that happens. They are on fire. They can't wait to get back to the office to tell you about it; they usually call you to share the good news.

Our job as managers should be to train, coach and equip our sellers. In short, prepare them for achievement. When they achieve, they are motivated to achieve more.

Iconic management guru Peter Drucker said: "We know nothing about motivation; all we can do is write books about it."

In order to influence your sellers’ thinking, you have to know what they are thinking. In order to inspire them, you need to know what's important to them. We typically think it's about money, recognition and status. While those factors are contributors and important, it's usually something much deeper, more personal and more powerful.

The key to finding what "it" is for your sellers can be found in a simple question: “Why are you doing this besides the money?” Don't just accept the first answer they give you; it usually requires a little digging.

Your conversation could go something like this:

Manager: Why are you doing this besides the money?
Seller: I like to help people.
Manager: Why is that important to you?
Seller: Because it makes me feel good.
Manager: Why is that important to you?
Seller: Because I can see that I’m making a positive difference in someone's life.
Manager: Why is that important to you?
Seller: Because I had people make a positive difference in my life, and know where I would be without them.
Manager: Tell me about some of those people and what they did for you...

When you reach that level, you are reaching the core values and purpose of your seller. Can you see how knowing this information can help you guide them to greatness?

Are you willing to ask your sellers, "Why are you doing this besides the money?" I'd love it if you would share with me what you uncover and how it changes your ability to inspire them.

Think Big, Make Big Things Happen!

Jeff Schmidt is SVP of Professional Development for the Radio Advertising Bureau. You can reach Jeff at jschmidt@rab.com / 972-753-6765. Other ways to connect: Twitter: @JeffreyASchmidt or LinkedIn: linkedin.com/in/schmidtjeffrey.

Source: Jeff Schmidt, RAB





Or use your account on Unify

Error message here!

Hide Error message here!

Forgot your password?

Or register your new account on Unify

Error message here!

Error message here!

Hide Error message here!

Lost your password? Please enter your email address. You will receive a link to create a new password.

Error message here!

Or use your account on Unify

Error message here!

Hide Error message here!

Forgot your password?

Or register your new account on Unify

Error message here!

Error message here!

Hide Error message here!

Lost your password? Please enter your email address. You will receive a link to create a new password.

Error message here!

Back to log-in

Close

Back to log-in

Close