Everybody you handle is uniquely wired with differing drives, values, and motivation ranges. In case you take a second to mirror in your crew, you’ll be able to in all probability determine those that solely want slightly spark from you to gentle their fireplace and inspire them, whereas others require you to assemble kindling, get down in your fingers and knees, and rub sticks collectively earlier than they’re totally motivated with fireplace of their bellies.
One of many questions I like to ask salespeople is solely – what motivates you to get away from bed and go to work within the morning? I’ve collected quite a lot of solutions over time. Under are among the most frequent solutions I’ve acquired, together with suggestions to assist maximize every motivation.
What’s Your Motivation?
1. To earn money and pay the payments.
Typically individuals work solely as a result of they should. Or as a result of they need to maintain the kind of life-style they’re at the moment dwelling. These individuals don’t get a robust sense of pleasure or achievement out of labor; they do it merely to maintain. Necessity is the core motivation, and it doesn’t usually translate to a “go-getter” mentality at work.
Tips on how to handle this motivation: When managing this meager degree of motivation, set clear and particular expectations. Present due dates and deadlines. At all times ask about their “subsequent steps” and go away no room for miscommunication. Maintain tight on accountability, and when “wins” happen, reward and recognition by means of financial means will go far. It could even give them slightly further motivation to carry out nicely subsequent time.
2. To attach with purchasers and associates.
Some individuals thrive when connecting with others. They get pleasure from interacting with colleagues, prospects, and purchasers. Are these individuals enjoyable and interesting to speak with?
Completely. Are they motivated? Kind of. The water cooler dialog (or video name) might have a excessive time/low productiveness ratio.
Tips on how to handle this motivation: This vendor needs to be buddies with everybody and is probably going a individuals pleaser. The people-pleasing extends to their supervisor as nicely. Capitalize on that by emphasizing what you need them to do with the way it will make them favored, cherished, or standard. You possibly can inform them persons are “relying on them” whenever you want an additional push. Be certain they’ve a enterprise purpose for each name and each assembly. As a reward, put them accountable for the following firm gathering.
3. For steady self-improvement.
Some individuals constantly push themselves to be (and beat) their very own private greatest. They try to work slightly more durable and/or work slightly smarter every single day. They need to be the very best model of themselves, and they’re prepared to go above and past what’s snug to attain their degree of success. This individual is very motivated.
Tips on how to handle this motivation: Ask how this individual defines success and comply with up with career-building questions resembling: The place do they see your self in a single yr? In three years? How will you measure your success? And the way a lot cash is sweet cash? Figuring out the place they’re attempting to go will open up a world of alternative so that you can gentle their fireplace. You possibly can help them, assist them create a plan, and add some stretch to their objectives when mandatory.
4. To be Number one.
Some persons are obsessive about numbers. They hold rating, measure, and monitor their efficiency. Competitors is their motivator. So long as they will hold figuring out others who’re doing higher than they’re, it fuels them to achieve past what they’ve achieved earlier than and seize for one thing larger, one thing extra. They’ll fish for whales and finally have the potential to construct a much bigger ebook of enterprise.
Tips on how to handle this motivation: Maintain this worker knowledgeable about how they’re being measured and learn the way they’re preserving monitor on a person degree. Ask them, how are you preserving rating? What does a win appear like? Use benchmarks, measurements, and scorecards. Present them how they stack as much as the remainder of the crew. Problem them by saying, “I guess you’ll be able to…” and “nobody else has been capable of …” and “you’re x % away from ____.” Get particular!
5. To be the “celebrity.”
For some, it isn’t sufficient to know they’re profitable. They want rewards, recognition, and accolades all all through the method. Benchmarks and numbers inspire them for certain – however they’re additionally motivated by the joys of the unimaginable. Sound intense? It’s! Sturdy abilities require a robust coach!
Tips on how to handle this motivation: These sellers have huge expertise, however it could actually include an unlimited ego. They want numerous consideration, so make certain they’re seen. Watch their efficiency, sit within the entrance row, inform them precisely what you noticed and what you favored, then watch them ship one other sold-out present.
6. To assist others.
Some sellers are really motivated by serving to individuals. They achieve a excessive degree of satisfaction from fixing their purchasers’ issues and might be honest and empathetic all through the method. They delight themselves not simply on the relationship-building course of however in figuring out they’re really making a distinction for his or her purchasers. These sellers try to over-promise and over-deliver on their over-promising.
Tips on how to handle this motivation: This vendor must know what’s in it for his or her purchasers. Your teaching ought to all the time give attention to how they will help others. Body something you need them to do when it comes to the way it will profit their purchasers. Be certain they know what they’re promoting is the most effective of the most effective and share particular consumer success tales to stoke their fires. In case you discover them hesitating, speak concerning the outcomes their purchasers will probably see and ask them which a part of the answer they’re notably excited to share.
Conclusion
It will be a mistake to imagine somebody’s motivations are the identical as another person’s. And it’s a good larger mistake to imagine somebody’s motivations are the identical as yours. Some individuals gentle their very own fires, and as managers, we have to stoke them. Others might have a bit extra help to take care of an sufficient degree of motivation.
Don’t go away your self out within the chilly. Take time to ask every of your sellers what motivates them. Discover out what lights their fireplace, get particular, and put a strong plan in place to help them.
*Editor’s Word: This weblog was initially written in 2014 and has since been up to date.
