Everybody you handle is uniquely wired with differing drives, values, and motivation ranges. When you take a second to mirror in your crew, you’ll be able to most likely establish those that solely want a bit spark from you to gentle their fireplace and encourage them, whereas others require you to assemble kindling, get down in your palms and knees, and rub sticks collectively earlier than they’re absolutely 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 obtained, together with suggestions to assist maximize every motivation.
What’s Your Motivation?
1. To make cash and pay the payments.
Generally individuals work solely as a result of they should. Or as a result of they wish to maintain the kind of life-style they’re presently dwelling. These individuals don’t get a powerful sense of pleasure or success out of labor; they do it merely to maintain. Necessity is the core motivation, and it doesn’t sometimes translate to a “go-getter” mentality at work.
Methods to handle this motivation: When managing this meager degree of motivation, set clear and particular expectations. Present due dates and deadlines. All the time ask about their “subsequent steps” and depart no room for miscommunication. Maintain tight on accountability, and when “wins” happen, reward and recognition by financial means will go far. It might even give them a bit additional motivation to carry out properly subsequent time.
2. To attach with shoppers and associates.
Some individuals thrive when connecting with others. They take pleasure in interacting with colleagues, prospects, and shoppers. Are these individuals enjoyable and interesting to speak with?
Completely. Are they motivated? Form of. The water cooler dialog (or video name) could have a excessive time/low productiveness ratio.
Methods to handle this motivation: This vendor needs to be mates with everybody and is probably going a individuals pleaser. The people-pleasing extends to their supervisor as properly. Capitalize on that by emphasizing what you need them to do with the way it will make them favored, beloved, or well-liked. You’ll be able to inform them individuals are “relying on them” if you want an additional push. Be certain that they’ve a enterprise purpose for each name and each assembly. As a reward, put them answerable for the following firm gathering.
3. For steady self-improvement.
Some individuals repeatedly push themselves to be (and beat) their very own private greatest. They try to work a bit more durable and/or work a bit smarter each day. They wish to be the absolute best model of themselves, and they’re keen to go above and past what’s snug to realize their degree of success. This individual is extremely motivated.
Methods to handle this motivation: Ask how this individual defines success and comply with up with career-building questions equivalent to: The place do they see your self in a single 12 months? In three years? How will you measure your success? And the way a lot cash is nice cash? Figuring out the place they’re making an attempt to go will open up a world of alternative so that you can gentle their fireplace. You’ll be able to help them, assist them create a plan, and add some stretch to their objectives when crucial.
4. To be #1.
Some individuals are obsessive about numbers. They preserve rating, measure, and observe their efficiency. Competitors is their motivator. So long as they’ll preserve figuring out others who’re doing higher than they’re, it fuels them to succeed in past what they’ve achieved earlier than and seize for one thing larger, one thing extra. They’ll fish for whales and in the end have the potential to construct a much bigger guide of enterprise.
Methods to handle this motivation: Preserve this worker knowledgeable about how they’re being measured and learn the way they’re protecting observe on a person degree. Ask them, how are you protecting rating? What does a win seem 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 in a position to …” and “you might be x % away from ____.” Get particular!
5. To be the “famous person.”
For some, it’s not sufficient to know they’re profitable. They want rewards, recognition, and accolades all all through the method. Benchmarks and numbers encourage them for certain – however they’re additionally motivated by the joys of the inconceivable. Sound intense? It’s! Robust abilities require a powerful coach!
Methods to handle this motivation: These sellers have huge expertise, however it will probably include an infinite ego. They want plenty of consideration, so be certain that 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 actually motivated by serving to individuals. They achieve a excessive degree of satisfaction from fixing their shoppers’ issues and might be honest and empathetic all through the method. They satisfaction themselves not simply on the relationship-building course of however in figuring out they’re actually making a distinction for his or her shoppers. These sellers try to over-promise and over-deliver on their over-promising.
Methods to handle this motivation: This vendor must know what’s in it for his or her shoppers. Your teaching ought to at all times concentrate on how they can assist others. Body something you need them to do when it comes to the way it will profit their shoppers. Be certain that they know what they’re promoting is the perfect of the perfect and share particular consumer success tales to stoke their fires. When you discover them hesitating, discuss in regards to the outcomes their shoppers will doubtless see and ask them which a part of the answer they’re significantly excited to share.
It could 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 may have a bit extra help to take care of an enough degree of motivation.
Don’t depart 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 stable plan in place to help them.
*Editor’s Notice: This weblog was initially written in 2014 and has since been up to date.