Everybody you handle is uniquely wired with differing drives, values, and motivation ranges. In case you take a second to replicate in your staff, you’ll be able to in all probability determine those that solely want somewhat spark from you to mild their hearth and encourage them, whereas others require you to collect kindling, get down in your arms and knees, and rub sticks collectively earlier than they’re totally motivated with hearth of their bellies.
One of many questions I like to ask salespeople is just – 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 a number of 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 need to maintain the kind of way of life they’re at the moment dwelling. These individuals don’t get a robust sense of pleasure or success out of labor; they do it merely to maintain. Necessity is the core motivation, and it doesn’t usually translate to a “go-getter” mentality at work.
How you can handle this motivation: When managing this meager stage of motivation, set clear and particular expectations. Present due dates and deadlines. At all times ask about their “subsequent steps” and depart no room for miscommunication. Maintain tight on accountability, and when “wins” happen, reward and recognition by way of financial means will go far. It might even give them somewhat additional motivation to carry out effectively 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 fascinating to speak with?
Completely. Are they motivated? Type of. The water cooler dialog (or video name) might have a excessive time/low productiveness ratio.
How you can 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 effectively. Capitalize on that by emphasizing what you need them to do with the way it will make them appreciated, liked, or standard. You possibly can inform them persons are “relying on them” once you want an additional push. Be certain that they’ve a enterprise purpose for each name and each assembly. As a reward, put them in command of the following firm gathering.
3. For steady self-improvement.
Some individuals repeatedly push themselves to be (and beat) their very own private greatest. They attempt to work somewhat more durable and/or work somewhat smarter day-after-day. They need to be the absolute best model of themselves, and they’re prepared to go above and past what’s snug to realize their stage of success. This individual is very motivated.
How you can handle this motivation: Ask how this individual defines success and comply with up with career-building questions akin 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 sweet cash? Understanding the place they’re attempting to go will open up a world of alternative so that you can mild their hearth. You possibly can help them, assist them create a plan, and add some stretch to their targets when obligatory.
4. To be Number one.
Some persons are obsessive about numbers. They preserve rating, measure, and monitor their efficiency. Competitors is their motivator. So long as they will 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 greater, one thing extra. They’ll fish for whales and in the end have the potential to construct an even bigger e-book of enterprise.
How you can handle this motivation: Preserve this worker knowledgeable about how they’re being measured and learn how they’re holding monitor on a person stage. Ask them, how are you holding rating? What does a win appear to be? Use benchmarks, measurements, and scorecards. Present them how they stack as much as the remainder of the staff. Problem them by saying, “I guess you’ll be able to…” and “nobody else has been in a position to …” and “you’re x p.c 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 fun of the not possible. Sound intense? It’s! Sturdy skills require a robust coach!
How you can handle this motivation: These sellers have huge expertise, however it may include an infinite ego. They want plenty of consideration, so make certain they’re seen. Watch their efficiency, sit within the entrance row, inform them precisely what you noticed and what you appreciated, then watch them ship one other sold-out present.
6. To assist others.
Some sellers are really motivated by serving to individuals. They acquire a excessive stage of satisfaction from fixing their shoppers’ issues and will probably be honest and empathetic all through the method. They satisfaction themselves not simply on the relationship-building course of however in understanding they’re really making a distinction for his or her shoppers. These sellers attempt to over-promise and over-deliver on their over-promising.
How you can 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 will help 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 most effective of the most effective and share particular consumer success tales to stoke their fires. In case you discover them hesitating, discuss concerning the outcomes their shoppers will probably see and ask them which a part of the answer they’re notably excited to share.
It might be a mistake to imagine somebody’s motivations are the identical as another person’s. And it’s a good greater mistake to imagine somebody’s motivations are the identical as yours. Some individuals mild their very own fires, and as managers, we have to stoke them. Others might have a bit extra help to take care of an satisfactory stage 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 hearth, get particular, and put a strong plan in place to help them.
*Editor’s Notice: This weblog was initially written in 2014 and has since been up to date.