Comments on: What Really Motivates Sales People http://asalesguy.com/2009/07/27/what-really-motivates-sales-people/ At the End of the Day, Everything is Sales! Thu, 09 Feb 2012 04:59:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Leanne HoaglandSmith http://asalesguy.com/2009/07/27/what-really-motivates-sales-people/#comment-2072 Leanne HoaglandSmith Tue, 19 Jul 2011 19:04:00 +0000 http://asalesguy.com/?p=1482#comment-2072 Actually from my research in using the Attribute Index, I can determine with 75% accuracy the existing salary of the salesperson or the potential earning capacity.  What is the key is what motivates them be it material possessions, status and recognition, sense of mission, etc.  Also from another assessment,even if money is not the primary driver, if the person has high altruistic tendencies with economic driver at the bottom, this person will not close or earn the sale. He or she is great at relationship building, but lacks the motivation to earn the sale. Using the right assessment can help improve the overall sales performance. The problem is most people read the information once and fail to incorporate the data into their daily behaviors through consistent goal setting and planning.  Leanne Hoagland-Smith Author of Be the Red jacket  http://bit.ly/1Q9mnV www.increase-sales-coach.com Actually from my research in using the Attribute Index, I can determine with 75% accuracy the existing salary of the salesperson or the potential earning capacity.  What is the key is what motivates them be it material possessions, status and recognition, sense of mission, etc.  Also from another assessment,even if money is not the primary driver, if the person has high altruistic tendencies with economic driver at the bottom, this person will not close or earn the sale. He or she is great at relationship building, but lacks the motivation to earn the sale. Using the right assessment can help improve the overall sales performance. The problem is most people read the information once and fail to incorporate the data into their daily behaviors through consistent goal setting and planning. 

Leanne Hoagland-Smith
Author of Be the Red jacket  http://bit.ly/1Q9mnV
http://www.increase-sales-coach.com

]]> By: Leanne HoaglandSmith http://asalesguy.com/2009/07/27/what-really-motivates-sales-people/#comment-2073 Leanne HoaglandSmith Tue, 19 Jul 2011 19:04:00 +0000 http://asalesguy.com/?p=1482#comment-2073 Actually from my research in using the Attribute Index, I can determine with 75% accuracy the existing salary of the salesperson or the potential earning capacity.  What is the key is what motivates them be it material possessions, status and recognition, sense of mission, etc.  Also from another assessment,even if money is not the primary driver, if the person has high altruistic tendencies with economic driver at the bottom, this person will not close or earn the sale. He or she is great at relationship building, but lacks the motivation to earn the sale. Using the right assessment can help improve the overall sales performance. The problem is most people read the information once and fail to incorporate the data into their daily behaviors through consistent goal setting and planning.  Leanne Hoagland-Smith Author of Be the Red jacket  http://bit.ly/1Q9mnV www.increase-sales-coach.com Actually from my research in using the Attribute Index, I can determine with 75% accuracy the existing salary of the salesperson or the potential earning capacity.  What is the key is what motivates them be it material possessions, status and recognition, sense of mission, etc.  Also from another assessment,even if money is not the primary driver, if the person has high altruistic tendencies with economic driver at the bottom, this person will not close or earn the sale. He or she is great at relationship building, but lacks the motivation to earn the sale. Using the right assessment can help improve the overall sales performance. The problem is most people read the information once and fail to incorporate the data into their daily behaviors through consistent goal setting and planning. 

Leanne Hoagland-Smith
Author of Be the Red jacket  http://bit.ly/1Q9mnV
http://www.increase-sales-coach.com

]]> By: Rbrown http://asalesguy.com/2009/07/27/what-really-motivates-sales-people/#comment-1070 Rbrown Tue, 10 Aug 2010 22:11:00 +0000 http://asalesguy.com/?p=1482#comment-1070 We have a great new sales book up for review: "Turbulent Times Leadership for Sales Managers" by Tom Connellan. I'd love to send you a copy for review on your blog. Check out the synopsis on amazon and let me know if you are interested. Thanks! Best, Rebecca Brown www.thecadencegrp.com rbrown@cadencemarketinggroup.com We have a great new sales book up for review: “Turbulent Times Leadership for Sales Managers” by Tom Connellan. I’d love to send you a copy for review on your blog. Check out the synopsis on amazon and let me know if you are interested. Thanks!

Best,
Rebecca Brown
http://www.thecadencegrp.com
rbrown@cadencemarketinggroup.com

]]> By: Eliot Burdett http://asalesguy.com/2009/07/27/what-really-motivates-sales-people/#comment-532 Eliot Burdett Wed, 10 Mar 2010 00:11:51 +0000 http://asalesguy.com/?p=1482#comment-532 Jim - good post, I used it as a trigger for a post I wrote on money motivation in sales. Link here. <a href="http://peaksalesrecruiting.com/are-sales-reps-motivated-by-money/" rel="nofollow">http://peaksalesrecruiting.com/are-sales-reps-m...</a><br>Thanks for sharing. <br>Eliot. Jim – good post, I used it as a trigger for a post I wrote on money motivation in sales. Link here. http://peaksalesrecruiting.com/are-sales-reps-m…
Thanks for sharing.
Eliot.

]]> By: Eliot Burdett http://asalesguy.com/2009/07/27/what-really-motivates-sales-people/#comment-511 Eliot Burdett Tue, 09 Mar 2010 17:11:51 +0000 http://asalesguy.com/?p=1482#comment-511 Jim - good post, I used it as a trigger for a post I wrote on money motivation in sales. Link here. <a href="http://peaksalesrecruiting.com/are-sales-reps-motivated-by-money/" rel="nofollow">http://peaksalesrecruiting.com/are-sales-reps-m...</a><br>Thanks for sharing. <br>Eliot. Jim – good post, I used it as a trigger for a post I wrote on money motivation in sales. Link here. http://peaksalesrecruiting.com/are-sales-reps-m…
Thanks for sharing.
Eliot.

]]> By: timlast http://asalesguy.com/2009/07/27/what-really-motivates-sales-people/#comment-179 timlast Thu, 06 Aug 2009 14:09:45 +0000 http://asalesguy.com/?p=1482#comment-179 Motivations are complex even with sales people...money is clearly one, but not necessarily #1 , although I think it varies by industry/company etc and of course by person. Many people are motivated to do better (or sell more) but motivations can vary..money, recognition, security, enjoyment, fear even<br><br>I don't however agree with the previous blog that money's 90% motivation for sales people...<br><br>I think seeing a direct correlation between job/effort and reward is often high in sales persons list..and thats most easily realized/recognized through comp plan. But I believe organizations should look to different and additional ways to 'gratify' peoples motivations when they sell well..provide more job security, offer advancement, provide incentives that are not monetary..these are often more complex needs/more difficult to meet, but if you can you can differentiate your 'compensation plan' and make it a source of competitive advantage. Motivations are complex even with sales people…money is clearly one, but not necessarily #1 , although I think it varies by industry/company etc and of course by person. Many people are motivated to do better (or sell more) but motivations can vary..money, recognition, security, enjoyment, fear even

I don't however agree with the previous blog that money's 90% motivation for sales people…

I think seeing a direct correlation between job/effort and reward is often high in sales persons list..and thats most easily realized/recognized through comp plan. But I believe organizations should look to different and additional ways to 'gratify' peoples motivations when they sell well..provide more job security, offer advancement, provide incentives that are not monetary..these are often more complex needs/more difficult to meet, but if you can you can differentiate your 'compensation plan' and make it a source of competitive advantage.

]]> By: Keenan http://asalesguy.com/2009/07/27/what-really-motivates-sales-people/#comment-171 Keenan Wed, 29 Jul 2009 16:19:41 +0000 http://asalesguy.com/?p=1482#comment-171 Hmmm, Money has a motivation shelf life. I like that. Thanks Lucas<br><br>//keenan Hmmm, Money has a motivation shelf life. I like that. Thanks Lucas

//keenan

]]> By: Scott Schnaars http://asalesguy.com/2009/07/27/what-really-motivates-sales-people/#comment-170 Scott Schnaars Wed, 29 Jul 2009 15:17:39 +0000 http://asalesguy.com/?p=1482#comment-170 It's a great point and something I thought about quite a bit last night after I posted. I'm guilty of following the money only to be miserable and leave 8 months later. It wasn't worth the extra money. Not nearly as much fun and I didn't feel like I was part of something game changing, which are motivators for me. <br><br>At some point, though, money just becomes a simple business decision. Is cash flow in meeting your requirements (bills, housing, transportation, savings, etc.)? If my goal is to retire at 50 and I'm 45 and only 1/2 way to my goal, I'll be more inclined to follow the money. If I'm 25 and I want to save 10%, I'll be more inclined to find a job that allows for that. I believe that this is where non-fiscal motivators come in. If cash-flow is meeting your goals, and you're happy with that, there are all kinds of things that can motivate someone.<br><br>If it isn't, than a decision needs to be made. One needs to either adjust their lifestyle or find a way to make more money, which again, becomes the motivator. <br><br>As the world becomes more of an environment of quick hits, following the money will become more prevalent, especially in sales. To go back to your sports analogy, would you take a 'B' player for 5 years or an 'A' player for 2? B will be more consistent, but never great. A will be amazing, but you know in 24 months, she is moving on.<br><br>Love the conversation. It's a great point and something I thought about quite a bit last night after I posted. I'm guilty of following the money only to be miserable and leave 8 months later. It wasn't worth the extra money. Not nearly as much fun and I didn't feel like I was part of something game changing, which are motivators for me.

At some point, though, money just becomes a simple business decision. Is cash flow in meeting your requirements (bills, housing, transportation, savings, etc.)? If my goal is to retire at 50 and I'm 45 and only 1/2 way to my goal, I'll be more inclined to follow the money. If I'm 25 and I want to save 10%, I'll be more inclined to find a job that allows for that. I believe that this is where non-fiscal motivators come in. If cash-flow is meeting your goals, and you're happy with that, there are all kinds of things that can motivate someone.

If it isn't, than a decision needs to be made. One needs to either adjust their lifestyle or find a way to make more money, which again, becomes the motivator.

As the world becomes more of an environment of quick hits, following the money will become more prevalent, especially in sales. To go back to your sports analogy, would you take a 'B' player for 5 years or an 'A' player for 2? B will be more consistent, but never great. A will be amazing, but you know in 24 months, she is moving on.

Love the conversation.

]]> By: lucasarruda http://asalesguy.com/2009/07/27/what-really-motivates-sales-people/#comment-169 lucasarruda Wed, 29 Jul 2009 12:53:58 +0000 http://asalesguy.com/?p=1482#comment-169 I think money is real motivator, but only for a short period of time. Is a short therm thing, but recognition and feeling good just to know you`ve accomplished something difficult is long therm and it`s what really keeps you doing something and "giving your life" for it. I think money is real motivator, but only for a short period of time. Is a short therm thing, but recognition and feeling good just to know you`ve accomplished something difficult is long therm and it`s what really keeps you doing something and “giving your life” for it.

]]> By: Keenan http://asalesguy.com/2009/07/27/what-really-motivates-sales-people/#comment-167 Keenan Tue, 28 Jul 2009 11:35:36 +0000 http://asalesguy.com/?p=1482#comment-167 I don't think the study came through. You can send to <a href="mailto:keenan@asalesguy.com" rel="nofollow">keenan@asalesguy.com</a> <br><br>Great discussion in the comments. To me it's more of a priority question. Money plays a role, but the question what is the highest priority. As a society we are disgusted when a sports figure or CEO leaves a good program or company for MORE money. They are the money motivated. I won't hire them because their loyalty is to the cash. Where it goes they go. Most people I believe will trade a few bucks for other things, like those you outlined above. I'm curious to see your study. Thanks for your insight participation. Good stuff. I don't think the study came through. You can send to keenan@asalesguy.com

Great discussion in the comments. To me it's more of a priority question. Money plays a role, but the question what is the highest priority. As a society we are disgusted when a sports figure or CEO leaves a good program or company for MORE money. They are the money motivated. I won't hire them because their loyalty is to the cash. Where it goes they go. Most people I believe will trade a few bucks for other things, like those you outlined above. I'm curious to see your study. Thanks for your insight participation. Good stuff.

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