For sales managers wanting to help their salespeople elevate their performance, here are some fundamental truths:
• You cannot motivate other people. What you can do is provide a motivating environment in which they motivate themselves.
• People do things for their own reasons, not ours.
• People tend to pursue personal payoffs. (They ask, “What’s in it for me?”)
• Lack of motivation is usually a response to a feeling of helplessness
In addition, some people are outer-directed while others are inner-directed. Outer-directed people feel they have no way to impact outside forces that affect their lives. In contrast, inner-directed people believe they have the inner qualities they need to be able to shape their environment and control events. Both are right—to a point. There are things we can control and things we cannot.
Effective salespeople tend to have an inner-directed style. They believe they can significantly control the results they achieve. However, if they are extreme in this orientation, they will be prone to discouragement.
Sales Motivation: Cutting Out Barriers, Helping Salespeople Thrive
For sales managers wanting to help their salespeople elevate their performance, here are some fundamental truths:
Dave Mather
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Understand the difference between what motivates, what doesn't, and what are maintenance items.
Dave Mather
Author
Dave has been a business coach for over 40 years. He has travelled across Canada, the United States, England, Ireland, Scotland, Wales, Australia, and South Africa giving presentations and coaching business people to improve performance and create breakthrough results. Dave specializes in helping senior managers/owners turn desired outcomes into viable business realities. Dave’s clients have created millions of dollars of tangible short-term results on behalf of their long-term visions.
