More money isn't the only means of motivating salespeople.
Understand the intrinsic factors motivating salespeople and avoid the escalating rewards trap.
Intrinsic work motivation comes from three sources, enjoyment, competence, and need. Of course, the things each person enjoys vary enormously. Motivating salespeople with money is a shortcut that saves the trouble of matching the right people to the right role and condemns both employer and employee to a never-ending incentives battle.
When people do what they love doing; when they are good at it, and it needs doing then money incentives become less important.
Don't leave role assignments to chance. Use this assessment to learn about intrinsic motivators and get people in the right jobs.
Identify leading and lagging motivators from eleven intrinsic sales motivation factors. Check self-perception by evaluating each motivating factor against the other ten. Use the accompanying suitability analysis report to aid selection or assignment allocation.
Choose or assign sales roles that will be most motivating based on intrinsic motivational factors.
Arrange a Sales Motivators Review Workshop:
One-to-One - £150 plus applicable VAT
For a Group - £250 plus applicable VAT
Motivators Assessed:
- Interest in advancement and promotions.
- Drive to achieve and accomplish goals and objectives.
- Motivation to amass money and make it work.
- Caring about interpersonal relationships.
- Having freedom and autonomy.
- The importance of a life away from work.
- Safety and security of income and occupation.
- Doing things because they are difficult or challenging.
- Feeling compelled to do what is expected, to do one's duty.
- Valuing recognition of success by others.
- Having interesting work.
Workshop Applications
Use a one-to-one session for self-discovery, choosing the right job, or career development.
Group sessions explore motivations amongst team members, encourage discussion of differences, and help managers make more effective role, account, and task assignments.
Increased understanding of intrinsic motivation and its impact on decisions, strengthens relationships, improves job satisfaction, and reduces staff turnover.
If you are looking for a sales motivation assessment or alternative ways of motivating salespeople, get in touch. Telephone +44 (0)1392 851500 for more information. We will be pleased to learn about your needs or talk through some options. Send an email to custserv@salessense.co.uk for a prompt reply or use the contact form here.
