1. 18
The Seven Makes of Sales Motivation
On this event of Sales Management mastery we move into part 2 of our series on the Seven Makes of
Sales Motivation. We keep on with makes 5 through 7 and further create our understanding with our
psychology of motivating people
As a quick review, we went through the very first 4 of the 7 makes of sales motivation on last weeks
event.
On this week we will finish up on 5 through 7.
Just to reiterate, the 7 Makes of Sales Motivation are as follows:
The need for belonging
The need for independence
The need for importance
The need for knowledge
The need for assertiveness
The need for recognition
The need for affiliation
These 7 self-employed forces are extremely powerful makes that press your sales people towards
their best goals. They are group targets sometimes, sometimes they are company targets, and
sometimes, more often that not, what really runs a sales person is usually their specific targets and
makes of motivation. They can be part of an organization or sales team, and be very motivated to
produce for that sales team but ultimately most people do want to achieve for themselves and to
achieve their own intrinsic motivations. And that is usually what we are talking about, the 7 makes
of intrinsic, internal motivation that runs them to what they need to attain. As sales people and as
weve discussed about in prior attacks at Sales Management Mastery, the nearly all important factor
for you to do as a sales manager and motivator and to get your sales administrators to do on a
consistent basis is usually to try out and find out what gets your sales people to tick.
If you cant do that, and if you try out and inspire them they way that you were motivated or the way
that you think that they should end up being motivated, like throwing out a catch all expression, like
all social people are motivated by money, which is partially true, most are motivated by money to a
specific level, but its not their real motorist or their real motivator.
Because if you interview 100 sales people you'll find out that okay, many are motivated by money,
that is one of the factors, but if that is the only thing that you are using, to motivate your sales
people, and then you are not using all of the tools in the tool belt. We need to give you as several
tools as achievable and to use them simply because very best as you can to utilize them into your
2. everyday routines.
The 7 Makes of Sales Motivation are an recognition to get you to know what motivates your sales
team.
Lets get into amounts 5- 7.
In additional exhibits we will get more into how we can use these makes of motivation to drive your
sales people to peak sales efficiency and to get them to the top of the sales charts and to get you and
your business to attain the sales revenue goal that you desire.
Amount 5: The Need to End up being Assertive
A sales people need to state themselves, the ones that generally need to state themselves are the
ones that are loudest at the sales meeting, talking about in my area always, and constantly think that
their agenda is usually the nearly all important a single.
We have got all got sales people on our sales teams who have got happen to be like this. But it is
usually not necessarily a bad thing, it can actual end up being neutral if it is usually harnessed in the
right way.
This type of motivation can end up being manifested in outright command on a group. They can
bring down an entire group and they can also rise up an entire group.
This is usually a challenging one to inspire by, out of the 7, the nearly all challenging a single to
inspire by, if you do you very own profile especially, as we are going through the 7 makes, and
assertiveness is usually not one of your top makes of motivation.
It can end up being manifested in command, or it can end up being manifested in domineering,
combative, boorish type of behaviours. I have got certainly noticed both behaviours reveal
themselves in specific sales people that I have got maintained in the recent.
The assertive sales rep is usually that provides the a single that provides the desire and inherent
need for assertiveness is usually the a single that is usually the loudest, the nearly all vocal.
Sometimes they also get to the point where they also bully the functions department. They push the
envelope at times in terms of what would be considered in good tasteSometimes it becomes difficult
to deal with these types of people. Of showing the bad factors of this type of personality instead, this
type of personality can in fact be used for an extremely positive command function and can help
guide your section in the right direction.
They desperately crave to wield their influence and need their opinions and thoughts to end up
being listened to, without issue. These sales people will sell by push and also coercion sometimes but
can end up being extremely powerful if it is usually channeled by you, the sales manager, correctly.
This is usually one that is usually more challenging to harness but nonetheless it is usually an
extremely powerful motivator. And these are sometimes the best commanders after their sales tasks
if they desire to shift forwards in the corporation. Also check more about Motivational Speakers in
India , Management Development Programs and Sales Training Programs .
Amount 6: The Need for Recognition
3. Most sales people are driven by a need for reputation. I think that most people in general are driven
by a need to end up being recognized. These people are in fact more so than the relaxation. They
love to receive acknowledgement for their accomplishments and these accomplishments are
extremely important for them. CEO circles, Presidents Clubs Awards, anything with an open public
praising are a massive motivator for them. Somebody who is usually motivated by reputation this is
usually an extremely easy one to use on the whole to inspire them to top performance.
It is usually always interesting to know what people did with any of the awards that they have got
won. Permits say they earned a quarterly sales prize, or an annual sales prize through your business.
The way that you can find out if somebody who is usually driven by recognition is usually to find out
where they really have got their trophies and awards.
I have mine, for illustration, overlooking over my desk, also though some of them occurred nearly 15
decades ago. Recognition is certainly something that drives me from a personal standpoint.
So if your sales rep provides no idea where their 1996 Presidents Membership Trophy is usually, this
may not be right now there major motivator.
But reputation driven sales rep are not insecure teenagers types constantly seeking acceptance and
reputation, not at all, on the opposite. Reputation validates their initiatives that they have got put
forth and makes them experience the thrill of achievement in an open public, or even sometimes
private maybe, way. Remember, in our 10 questions we talk about how you like to end up being
recognized. Do you like it open public? Private? It is usually very important to complement that
privacy or the need to end up being open public in order to drive the person to also greater sales
heights.
On a size of desire for all of these motivations, there is usually a 1 to 10. Your got a 1 on the
extremely low end and a 10 on the extremely high end. I dont think that anyone really hates
reputation, so you are probably not going too have several 1s, you might have got some 2s or 3s, but
on the high end you might have got some 9s or 1s. Some people just crave recognition at all times.
This is a fairly one to use to motivate as a sales manager.
Amount 7: The Need of Connection.
The sales repetition, the one that demands to end up being belonging to an connection or to a group
is motivated by the better good. These are the ones; maybe if you are in the medical related
industry, they are far more motivated by what they are going to do for modern society.
This is usually an incredible motivator or them.
Maybe you are promoting a medical related device that helps elderly sufferers get hip or knee
replacements with recovery time that is usually 50% less than your competition. This would end up
being something that would end up being tremendously motivating because they are carrying out
something for the better good of mankind. This is usually something that you can use for these
varieties of sales reps to inspire them. This connection or belonging or experiencing that they are
part of a whole, or sometimes people enjoy an connection towards a business or a business that they
experience is carrying out well.
One of the companies that I had been functioning for had been a business that had been a small start
up and I sensed that every time that I went out there into the field that I had been really
contributing to the betterment of the business as properly as myself. It had been a great
4. combination of those two items. I sensed like I had been pushing the stock price up every time with
everything that I did and I sensed that I had been part of something great.
This connection to an corporation or business can end up being a really strong motivator if they
experience that the mission of the corporation is just and its in position with their very own values.
Getting a part of something better than themselves and constructing upon it daily is usually what
gets these sales people out of bed in the morning. Sometimes the better good may end up being for
the benefit of their consumer as properly, then that is usually even better. If you can tie in your
missions or your product to this type of sale person, you are going to have a winning combination
from a sales standpoint.
These reps create relationships deep into your corporation too. These are the ones that forge
relationships with the marketing department the operations department and they work things from
the inside. They experience that the better they do for the corporation, the better they are going to
do for the better good and the better they will experience for their desire for connection.
Those are the 7 makes of motivation.
Very quickly we have got long gone into them just to give you an idea as to what can inspire your
people from a core or bottom level. This is usually not just for sales people. We have done it in a way
that you can look at not only your sales people, but motivation for human beings as well.
So if you can tie up these inherent motivations as to what really runs them at a bottom level with
your command and motivational message, you are that much more detailed to creating a top
performing sales team and to generating your sales profits towards your companies sales targets for
the betterment of you and your sales people simply because well.
On more exhibits we will get a closer look at the 7 Makes of Sales Motivation and how we can use
these 7 makes with strategies to drive your people as properly as a full customer survey to tell what
motivates your sales people. Today they are going to end up being motivated by all of them to one
diploma or another. But, maybe 2 or 3 of them are far more appropriate and widespread than maybe
the additional 3 or 4. That will be the goal of the questionnaire that we will talk about in future
shows.
