Neo-Sage Nickel

How can you motivate your sales Reps? More Money? NOPE!

When it comes to getting your sales force to work harder, most mangers resort to one of two tactics:  Increase compensation (higher commissions) or tighten the reigns (micromanage every move and chastise any error).  As silly as this looks in writing, any of you that have been in sales know how common that really is.

 

ANY effective motivational strategy should be multi-faceted.  We must realize that people act for three basic reasons:  Promise of Gain, Fear of Loss and/or Honor.  You are reading this for one of those reasons – either you think, “If I read this, I’ll learn something good (Promise of Gain). “ or “ If I don’t read this, I’ll miss something important (Fear of Loss).” or “I’m a Neo-Sage Guild Member, so I should read this (Honor).”

 

Your company’s motivational plans should include all three.  Here are several tactics in each category to help motivate your sales force:

 

Honor:

• Have Reps set their own goals (supervised). This allows them to have real buy-in and commitment. They will feel more responsible and are more likely to go the extra mile.
• Have a crystal clear process (company-wide) for ALL to follow for sales. This gives Reps a feeling of being part of a winning plan and a system that supports them.
• Whenever possible, promote/grant authority from within. This is an obvious one that is often overlooked. This gives everyone the feeling that they can grow here.

Fear of Loss:

 

• TEAM competitions. These are rarely done, but very powerful. They instill the fear of losing personally, but also the worry of letting others down. In addition, it will build some Esprit de Corp AND show company leadership which Reps are NOT team players and therefore may not be good for management.
• Hold Reps accountable (CONSISTENTLY) on a periodic basis. Inconsistency in accountability is a HUGE problem. Consistent periodic accountability gives reps constant mini-deadlines and spurs them into action.
• Have a long and arduous process to become a new Rep. This means that new Reps will value their positions more and accordingly work harder to keep them.

 

Promise of Gain:

 

• Reps should see a GRAPHIC representation of their progress. This allows them to easily visualize their current and future success so they will want to make it happen. In addition, they can clearly see when they need to "step it up."
• Give out company resources to those who excel. This give the Reps another reason to achieve and it is a reason that their peers can see.
• PUBLIC awards/recognition. This is another obvious one, but it is also often overlooked. Most people feel that the good check is enough. FALSE. Social proof is good for the Rep, his peers and the company as a whole.

Remember, money ALONE is a poor motivator.  Money along with something else, is a VERY good motivator. 

 

Whatever you use to motivate your crew, please be sure to use at least one from each category AND be sure to be consistent.  In addiiton, put anything new you enact IN WRITING.  This is critical.

 

Good luck!

 

 

Larry 

Motivational speakers are worthless!

Motivational speakers are worthless? 

Obviously, you're reading the words of a madman!

Everyone loves motivational speakers.  They get paid lots of money and are sought after again and again.  Great!  But what do you get?  You get some good stories, usually with a lot of humor and emotion.  You feel really good for a while and then... you usually go right back into your same world.  No change - no success - no nuthin'!

Motivational speakers are entertainers.  So, go to a movie, read a book, play a video game or do whatever floats your boat and you can get the same results.  That's no exaggeration.  You can get the same from watching a movie with a good story and some humor.  And it usually costs you a whole lot less.

Think about how many times you've been "moved" by a movie or a book.  How many times have you made a change in your life after seeing a TV show or hearing a special story?  Did you need Tony Robbins for that?   

OK, so are they really worthless?  No, we're working with a little hyperbole to highlight a point.  They are worth your cable bill or a movie ticket.  That's more realistic!

You're saying, "Wait, how can they be worthless if they make so much money?  They must be doing something right."   You are correct!  What they do right is get you to buy their stuff.  And then when you don't get results, the answer is to buy more stuff.  You just didn't try hard enough.  So, try it again.

"Hey, this sounds like a late night televangelist preacher."  Yes, it does.  Just keep giving and soon, you'll see the results.  Just keep giving.  And keep watching so you'll continue to feel good about giving.  And once you give up, it's just because you didn't have enough faith!  But, thanks for the money!

Just think about how many times you've heard of someone who went to NUMEROUS classes and seminars from any of the "GURUS" (or organizations) and is now in the exact same place that they were before they started (except their bank account is emptier).  Then they tell you how great the sessions were.  And when you ask what happened with them after, they blame themselves for not following through! 

Does that mean never go to a seminar?  Of course not.  Just realize what you're getting into and what you expect to get out of it.  Understand that change takes time, and it takes REAL data and tactics, not just cool stories that make you smile.  Remember, that just because someone is successful, doesn't mean that they can make you successful!  Keep in mind, that the best Sports Managers/Head Coaches were RARELY the best players AND the best players RARELY make the best trainers!

So, should you ever use a motivational speaker?  There is a caveat.  If you use a motivational speaker as a draw to bring people together for networking, prospecting, fund-raising, educating or some other "ing", GREAT!  This can get you some results.  Bringing people together is a wonderful reason to have a motivational speaker.

That good feeling that the speaker provides everyone will make socializing much easier and that same feeling will be linked to you!  BONUS!

For those of you that actually read this, now you know how to use a motivational speaker.  But why listen to me?   Faith!  And if you don't have enough, you simply need to buy more of my stuff!

Larry