How do I motivate my sales people?
This is always a topic that I believe has many different solutions and discussions yet to follow. How do we hire a sales team that can be motivated and inspired to achieve ultimate success? I believe that motivating the people you hire is not only challenging but a fine art. Not every owner or manager has the motivating personality or the inspiring attitude that sets the perfect example. This is just human nature but what can YOU do to really make a conscious decision to inspire and motivate your team and business?
Designing an effective sales incentive contest should not only appeal to your top producers, but it must also excite average to below average salespeople as well. A successful incentive program is a mixture of awards, recognition, and peer pressure. The secret to motivating a salesperson lies in discovering their "hot buttons" and we all have our "hot buttons".Motivating people is a myth? People cannot be motivated by others? They are motivated from within? Leaders can however, set up an environment in which people are able to motivate themselves. Staying motivated is a struggle — our drive is constantly assaulted by negative thoughts and anxiety about the future. The first motivation killer is a lack of confidence. The way to get out of this thought pattern is to focus on gratitude. Set aside time to focus on everything positive in your life.Focusing your mind on a positive goal , you put your brain to work. It instantly begins devising a plan for success. Instead of worrying about the future you start to do something about it. If focus means having an ultimate goal, direction is having a day-to-day strategy to achieve it. A lack of direction kills motivation because without an obvious next action we succumb to procrastination.
How can I motivate my team? They do not wish to be motivated !! I believe that as a manager or owner it is your duty to start daily motivation for yourself and your sales team. If you start writing down daily goals and really taking pride in this personally, write the sales goals down daily, individualize when needed, make it fun but do this daily. Your long term goal of motivation just reached a goal and achievement that was only a thought yesterday. Just a few thoughts.
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Comment by Lizelle Landino on February 11, 2011 at 4:36pm
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Michael, that is funny. You know that my dad still makes fun of me. Ever since i can remember my dad always poked fun at me. My dad apparently got a bit annoyed with me at age 6 or 7 and said " I am not your menu, life does not give you a menu, fixing problems are not on a menu, it's not like ordering ice cream" lol so according to dad I waited a few minutes to respond and replied " well what if there is a menu but you just don't know about it"
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Hi Steve, I think you have it right. Well I am not a manager and hiring :-) I hear this question and complain so much from my dealers. I think I have heard this complaint now at least 2 times a day over the last week. I think that your comment regarding improving customer experience is the winning ticket. If you give them the best experience then they will not go elsewhere in the future. I actually started making a list this week and I am brainstorming on what unique ways and methods to implement that will make you stand out as a store. I will keep you posted on the list :-)
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Comment by Steve Bridges on February 10, 2011 at 8:30pm -
Hi Lizelle, after managing many large volume dealerships and hiring, training and motivating salespeople comes second nature. Let's begin by hiring, I try to surround myself with proven professionals and create an environment that allows them to be successful. Great Salespeople only need a few things, Great Pay Plan, Awesome Schedule, and inventory to sale. Maybe you dont have the right people, or Pay Plan, Schedule or Leadership at the Dealership. One other thing i will tell you is a secret, you must hire a GM or GSM that is optimistic, well trained and has the desire to build people. Without someone to build your team and to think about breaking records, taking market share, making customers experience better you will always stay the same.
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Comment by Michael Baker on February 10, 2011 at 6:42pm
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Knowing Grant, his favorite song as a child was>>>If I had a hammer, I'd swing it in the morning, I'd swing it in the evening, all over this land.....
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Grant haaa next time you need help drilling this home - let me in on it:-) with your processes of sales and motivation and my believes on fundamental motivational thinking - it will send the dealers to therapy for a while and have you trying to find a new career. Lol not really but man your the sales motivation person that gets excitement and the responses to my motivations are - shhh yeah maybe she is right - now where is the whiskey so that I can drink those depression thoughts away that some girl had the nerve to bring up. Lol just goofing
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Comment by Grant Cardone on February 10, 2011 at 5:05pm
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Have me hammer them into the reality of what happens if they don't focus!
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Just to halt the possible age questions and wisdom on that :-) Age is just a number and its the experiences that we have that ages us. I am 32 going on 101 LOL but mentally I am happily a child again. 32 going on 18.
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Mike I really love your response and view. I think that we underestimate our impact on other people around us. At work, school or events, we are always surrounded by people. I have grown into an "awkward" stage over the last 6 months to a year. Observing and observing every little detail when I meet people, pass people or just over hear a conversation. This "stage" was not planned nor ever crossed my mind in life. Whatever the reason might be I am shamefully looking to most people and am suddenly awakened by the low self esteem most people CHOOSE to carry, very little excitement and cant help but wonder the affect and toll life and circumstances possibly take on us. It over takes all of those little things that got you excited and really looking forward to as a kid. I believe a friendly tone with a positive outlook, positive statements, and actions of kindness will set you up for "grateness". Mindsets, responses and respect instantly changes if you respond positively with a motivation in your voice.This is just a total opinion off course :-) Our impact on other people, friend or stranger, is so much more powerful than we can even imagine. Again, totally of the sales topic in a way. Do not be a follower, make a few little changes towards people at work and life, amazing how things can turn. I have a inner belief and a passion about this subject. All I can say my dearest friends, your life is not bad, you have a home, food and still have both legs. Strive to be extraordinary. If I can do this and live it, believe it, succeed from it and and if I made it to my almost 32nd birthday end of February :-) Anyone can do it! Why choose an ok kind of living when you can get and do the best? Listen, by all means view this as corny and girly stuff ::-) There is nothing more pure and true than this my friends. We owe it to ourselves to be happy and be motivated! Excited and ready to reach the next goal. Ok, I will stop now. Actually I convinced myself yesterday that I needed t
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Comment by Mike Stoner on February 10, 2011 at 1:59am
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After reading Dale Carnegie's book "How To Win Friends And Influence People" someone asked me what I learned from it. Here it is:
ALL people have a craving within them to feel important.
Find what it is that makes the individual (customers and employees) feel they are important and you will have the understanding of what it takes to motivate them toward your goal.
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Those are the cool kinda people that I could only wish to hang with :-)
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