If you are attempting to motivate your sales team by assuming you know the inner reasons as what motivates them, you might cause frustrations not only for yourself, but also for your sales team members. As a sales rep, managers usually assume that money is the main motivating factor for driving me and other team members. Some other managers, lead by what they themselves feel most motivated and not take the time to really learn each individual sales team member’s motivating factors.
DO YOU REALLY KNOW WHAT MOTIVATES YOUR SALES TEAM?
Let me take that question a bit deeper… do you know what motivates each individual team member? Did you know that there might be more than one reason or motivating factor that works with your individual? Each person is an individual with each their own unique needs, desires and goals. If you have approach your sales team by trying to motivate using one or two methods alone, you might not be pulling the correct strings.
HOW TO UNCOVER YOUR TEAMS MOTIVATING FACTORS
There is no simple answer to this as needs change and it take time to sit down and spend time with each individual sales team member to coach them and prepare questions to uncover their motivations. I have gathered and created a questionnaire form that I send to my team member and have them share with me what motivates them. In our coaching session, I ask them to share with me what motivates them and why. I revisit the topic every year and adjust to the changes in their motivating factors because like with anything, we change and it is important for us as sales managers to keep up to date on our team’s motivating factors.
A fellow sales manager colleague shared a set of motivating factors and asks the team member to rank them by order of importance. I created a form to send to all of my new team members and use this as a discussion tool for us to talk about what motivates us. I also share with them what motivates me so that we both have an understanding of our differences as well as what motivates the other.
Create your own set of questions and coaching tools to ask during your coaching sessions with your sales team member and uncover the hidden motivation factors so you can help motivate them by looking for opportunities to match their unique motivating needs. It is also critical to set aside time with new team members as well as tenured team members and block out a “Motivation Coaching Session” on your calendars. It is worth the discovery and in knowing what motivates your sales team, you can use this to help motivate your team to tremendous growth, achievement and job satisfaction.