Matt McCase

606 views

Published on

Published in: Education, Business, Technology
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
606
On SlideShare
0
From Embeds
0
Number of Embeds
4
Actions
Shares
0
Downloads
3
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Matt McCase

  1. 1. Motivation: How to fire up a sales team Matt McCase 7/1/2011 Time for you to get fired up! YouTube - ‪The Best Motivation Video‬ ‏
  2. 2. Table of Contents <ul><li>How to Fire Up a Sales Team </li></ul><ul><li>Assessment </li></ul><ul><ul><li>Your Leadership Style </li></ul></ul><ul><li>Assessment </li></ul><ul><ul><li>Individual Team Member Needs Analysis </li></ul></ul><ul><li>Goal Setting </li></ul><ul><li>Implementation </li></ul><ul><li>Evaluate </li></ul>
  3. 3. Assessment “What’s your leadership style?” <ul><li>“ If you can dream it, you can do it” Walt Disney </li></ul><ul><li>Assess your Leadership Style- </li></ul><ul><ul><li>Knowing your leadership style will help you properly motivate every employee. </li></ul></ul><ul><ul><li>Employees respond differently to different leadership styles. </li></ul></ul><ul><ul><li>Will your style motivate your team. </li></ul></ul><ul><ul><li>Be willing to compromise and adapt and make changes in your style. </li></ul></ul><ul><ul><li>Lets Find Your Leadership Style </li></ul></ul>
  4. 4. Assessment “What's your leadership style?” <ul><li>“ Opportunity does not knock, it presents itself when you beat down the door” Kyle Chandler </li></ul><ul><li>4 Leadership Styles (preferred for Sales Leaders) </li></ul><ul><ul><li>Participative Leadership </li></ul></ul><ul><ul><li>Charismatic Leadership </li></ul></ul><ul><ul><li>Transformational Leadership </li></ul></ul><ul><ul><li>Transactional Leadership </li></ul></ul><ul><li>Lets discuss each in more detail. </li></ul><ul><li>Musser, S.J. (1987). The determination of positive and negative charismatic leadership , Grantham: PA: Messiah College Retrieved July 1st, 2011 http://changingminds.org/disciplines/leadership/styles/charismatic_leadership.htm </li></ul>
  5. 5. Assessment “What’s your leadership style?” <ul><li>“ I have not failed. I’ve just found 10,000 ways that won’t work.” Thomas Edison </li></ul><ul><li>Participative Leadership- </li></ul><ul><ul><li>Style- This leadership style gets employees involved in decisions and actions. </li></ul></ul><ul><ul><li>Employees feel a sense of belonging. </li></ul></ul><ul><li>Who benefits the most from this style- </li></ul><ul><ul><li>Employees that have a high need for achievement and recognition will thrive under this style. </li></ul></ul>
  6. 6. Assessment “What’s your leadership style?” <ul><li>“ Setting goals is the first step in turning the invisible into the visible” Tony Robbins </li></ul><ul><li>Charismatic Leadership- </li></ul><ul><ul><li>Style- This leadership style gathers followers through dint of personality and charm, rather than any form of external power or authority . </li></ul></ul><ul><li>Who benefits the most from this style- </li></ul><ul><ul><li>Employees that benefit from this the most are people with social needs of belongingness and those that search for the esteem of others. </li></ul></ul>
  7. 7. Assessment “What’s your leadership style?” <ul><li>“ The harder the conflict, the more glorious the triumph” </li></ul><ul><li>Thomas Paine </li></ul><ul><li>Transformational Leadership- </li></ul><ul><ul><li>Style- are always visible and will stand up to be counted rather than hide behind their troops. </li></ul></ul><ul><ul><li>Are inspiring and seek to transform. </li></ul></ul><ul><ul><li>Also tend to see the big picture, but not the details, where the devil often lurks. </li></ul></ul><ul><li>Who benefits the most from this style- </li></ul><ul><ul><li>Employees who are looking for inspiration in their work or those who seek self actualization. </li></ul></ul>
  8. 8. Assessment “What’s your leadership style?” <ul><li>“ Things do not happen. Things are made to happen” John F. Kennedy </li></ul><ul><li>Transactional Leadership- </li></ul><ul><ul><li>Style- based in contingency, in that reward or punishment is contingent upon performance. </li></ul></ul><ul><ul><li>People are motivated by reward and punishment. </li></ul></ul><ul><li>Who benefits the most from this style- </li></ul><ul><ul><li>Employees that are task oriented only. </li></ul></ul><ul><ul><li>Those who seek physiological or safety needs alone benefit the most from this style. </li></ul></ul>
  9. 9. Assessment “What’s your leadership style?” <ul><li>“ I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel” Maya Angelou Now that you know your leadership style </li></ul><ul><li>Lets find out: </li></ul><ul><li>What truly motivates your team members </li></ul>
  10. 10. Assessment “What’s truly motivates your team members?” <ul><li>“ You miss 100% of the shots you don't take.” </li></ul><ul><li>Wayne Gretzky </li></ul><ul><li>Individualistic Needs Analysis </li></ul><ul><ul><li>All employees are not motivated equally </li></ul></ul><ul><ul><li>Assess each employee and find their true needs in the workplace </li></ul></ul><ul><ul><li>Each employee will respond differently to separate leadership styles </li></ul></ul><ul><ul><li>Be willing to compromise to effectively motivate each employee </li></ul></ul><ul><ul><li>TIME FOR NEEDS ANALYSIS! </li></ul></ul><ul><li>http://www.adeak.com/2009/02/how-do-i-identify-employees-needs-to-motivate-them-better </li></ul>
  11. 11. Assessment “What’s truly motivates your team members?” <ul><li>&quot;Every strike brings me closer to the next home run.&quot; </li></ul><ul><li>Babe Ruth </li></ul><ul><li>Needs Analysis- Find the true need of your employee </li></ul><ul><ul><li>Physiological- Food, Shelter, Water </li></ul></ul><ul><ul><li>Safety- Sense of safety in life from employment </li></ul></ul><ul><ul><li>Social- Belonging, Fitting in, Family atmosphere at work </li></ul></ul><ul><ul><li>Self Esteem- How they feel about themselves </li></ul></ul><ul><ul><li>Esteem of others- the need for others to accept us </li></ul></ul><ul><ul><li>Self actualization- reaching ones potential, fulfilling a dream </li></ul></ul><ul><ul><li>Find your employees main need from this list. </li></ul></ul><ul><ul><li>Kenrick, D. (2010, May 19). Rebuilding Maslow’s pyramid on an evolutionary foundation. Psychology Today: Health, Help, Happiness + Find a Therapist. Retrieved July 16, 2010, from http://www.psychologytoday.com/blog/sex-murder-and-the-meaning-life/201005/rebuilding-maslow-s-pyramid-evolutionary-foundation </li></ul></ul>
  12. 12. Goal Setting <ul><li>&quot;Do what you love. Love what you do. Always deliver more than you promise.&quot; Brian Tracey </li></ul><ul><li>Motivate through Goal Setting </li></ul><ul><ul><li>Make goals attainable- Don’t set goal too high </li></ul></ul><ul><ul><li>Challenging- Too easy and it wont motivate the employee </li></ul></ul><ul><ul><li>Measurable- Let the employee see how they will attain the goal by putting numbers to it. </li></ul></ul><ul><ul><li>Specific- Set solid parameters to the goal </li></ul></ul><ul><ul><li>Time Oriented- Set a time frame to achieve the goal </li></ul></ul><ul><ul><li>Proper Leadership + Needs Analysis + Goals = True Motivation </li></ul></ul><ul><ul><li>Locke, Edwin A. ; Shaw, Karyll N.; Saari, Lise M..; Latham, Gary P. (1981), &quot;Goal Setting and Task Performance: 1969–1980&quot; , Psychological Bulletin ( American Psychological Association ) 90 (1): 125–152, http://datause.cse.ucla.edu/DOCS/eal_goa_1981.pdf , retrieved 2010-06-01 </li></ul></ul>
  13. 13. Goal Setting <ul><li>“ An employee's motivation is a direct result of the sum of interactions with his or her manager” Bob Nelson </li></ul><ul><li>Matching Needs, Proper Leadership and Goals </li></ul><ul><li>Example- </li></ul><ul><ul><li>Employee Need- Social To Fit In with a Group </li></ul></ul><ul><ul><li>Best Leadership Style- Charismatic </li></ul></ul><ul><ul><li>Goal- Achievement of the individual goal will result in a team trip. </li></ul></ul><ul><ul><li>This employee is properly motivated with proper leadership, knowing their needs and setting a goal they will strive for. </li></ul></ul>
  14. 14. Implementation “We tend to get what we expect” Norman Peale <ul><li>Five Step Process </li></ul><ul><li>Assess your Leadership Style </li></ul><ul><li>Assess Employees Needs </li></ul><ul><li>Adjust Style to Fit Needs </li></ul><ul><li>Set Proper Goals </li></ul><ul><li>Follow Up with Evaluation </li></ul>
  15. 15. Evaluate “Motivation starts with you and ends with you, what happens in the middle is up to you” Matt McCase <ul><li>Consistency through continual needs analysis </li></ul><ul><ul><li>Follow up with team members reevaluating their needs. </li></ul></ul><ul><ul><li>Make sure employees are fulfilled. </li></ul></ul><ul><ul><li>Remember each employee is working hard for a different reason. </li></ul></ul><ul><ul><li>Set proper goals to keep employees striving. </li></ul></ul>
  16. 16. Summary <ul><li>Found your leadership style </li></ul><ul><li>Developed Needs Analysis for Employees </li></ul><ul><li>Learned to Adjust our Leadership Style </li></ul><ul><li>Critiqued Proper Goal Setting </li></ul><ul><li>Matched Needs, Leadership Style and Goals Properly </li></ul><ul><li>Learned How to Implement True Motivation </li></ul><ul><li>Continually Reevaluate Employee Needs, Goals and Leadership Style </li></ul>
  17. 17. Works Cited <ul><li>Musser, S.J. (1987). The determination of positive and negative charismatic leadership, Grantham: PA: Messiah College Retrieved July 1st, 2011 http://changingminds.org/disciplines/leadership/styles/charismatic_leadership.htm </li></ul><ul><li>http://www.adeak.com/2009/02/how-do-i-identify-employees-needs-to-motivate-them-better/ </li></ul><ul><li>Kenrick, D. (2010, May 19). Rebuilding Maslow’s pyramid on an evolutionary foundation. Psychology Today: Health, Help, Happiness + Find a Therapist. Retrieved July 16, 2010, from http://www.psychologytoday.com/blog/sex-murder-and-the-meaning-life/201005/rebuilding-maslow-s-pyramid-evolutionary-foundation </li></ul><ul><li>Locke, Edwin A. ; Shaw, Karyll N.; Saari, Lise M..; Latham, Gary P. (1981), &quot;Goal Setting and Task Performance: 1969–1980&quot; , Psychological Bulletin ( American Psychological Association ) 90 (1): 125–152, http://datause.cse.ucla.edu/DOCS/eal_goa_1981.pdf , retrieved 2010-06-01 </li></ul>

×