What drives your sales success? Compare eleven intrinsic work motivations in our free sales motivation assessment.
Use this assessment to identify your leading and lagging sales motivation factors.
Score eleven internal motivations that illuminate your preferred work and sales drive.
Learn why you love to do some things and not others.
Seek out the assignments and opportunities that will inspire your best work.
Arrange a Sales Motivation Workshop or learn more by scheduling a call with Clive Miller.
Sales Motivation Assessment Instructions:
Score the following eleven statements with respect to your preferences. Enter a score between 1 and 10 to indicate the degree of truth in each statement.
Read all of the statements before you begin.
Score low if a statement is not true for you at all.
Score high if a statement is very true for you.
Make your score reflect reality.
The data is not recorded so you only have yourself to mislead.
1. Power I am motivated more than anything else by doing things to fulfil my ambition, increase my influence, or gain a higher position. I often neglect other purposes in favour of this. | |
2. Wealth I am motivated more than anything else by doing things to increase my financial independence. I often neglect or defer other purposes in favour of this. | |
3. Achievement I am motivated more than anything else by doing things to reach my personal goals and objectives or to fulfil my dreams. I often neglect or defer other purposes in favour of this. | |
4. Duty I am motivated more than anything else by doing things when it is my duty to do them. I am most satisfied when I feel that I have done my duty. I often neglect or defer other purposes in favour of this. | |
5. Recognition I am motivated more than anything else by doing things that are recognised and applauded by others. I often neglect or defer other purposes in favour of this. | |
6. Safety I am motivated more than anything else by doing things to maximise my sense of certainty, safety, and security. I often neglect or defer other purposes in favour of this. | |
7. Autonomy I am motivated more than anything else by doing things that maximise my freedom and liberty. I often neglect or defer other purposes in favour of this. | |
8. Life Balance I am motivated more than anything else by doing things to protect my personal or family time. I often neglect or defer other purposes in favour of this. | |
9. Relationships I am motivated more than anything else by doing things to retain goodwill, develop friendships, and maintain associations. I often neglect or defer other purposes in favour of this. | |
10. Passion I am motivated more than anything else by doing things that inspire or excite me. I often neglect or defer other purposes in favour of this. | |
11. Challenge I am motivated more than anything else by doing things that are difficult and where few others have succeeded. I often neglect or defer other purposes in favour of this. | |
| Total Score |
Work Motivators and Sales Motivation Score Guide
Most people find that they have one or two leading work motivators. These correspond to the things that are most likely to inspire extra effort on your part.
In addition, most people have one or two lagging work motivators. These correspond to things that are least likely to inspire extra effort on your part.
Some considerations for each motivational factor;
Power - Don't discount this because of the negative connotations of the term. Power is quite similar to Autonomy although not the same. Those who have power, usually have a lot of choices, yet the need to maintain position is also constraining.
Wealth - It may seem as if this is a driving factor for everyone. Especially everyone who tends to run out of money before the end of the month, or those who get into debt. This is not the case. Those who are intrinsically motivated by wealth usually have a lot of money because they are highly motivated to manage their money well.
Achievement - As a leading intrinsic motivator, achievement is a driver of successful people. It is also an unforgiving master. On the surface, we all have things we want to achieve. The question is, what are we willing to sacrifice in order to have what we want?
Duty - Somewhat like achievement, duty drives performance yet it allows the responsibility to be defined elsewhere. Duty can be defined by those we live amongst, through culture. Or we can allow the powers that be to define our duty.
Recognition - We all like praise and to be recognised by our peers and those we look up to. Many salespeople are motivated by recognition rather than money. Money is just a scorecard.
Safety - This is the majority motivator according to many studies. It also comes out top amongst salespeople in my classes. About four out of ten people identify safety as their leading motivator.
Autonomy - An alternative label is freedom. In the West, we enjoy extraordinary levels of freedom compared with some parts of the world. Perhaps many of our ancestors were driven by the need for self-determination. If you have complete autonomy, you can do what you want, when you want to do it, as long as it is lawful.
Life Balance - It is tempting to think that those who are most driven by having a life outside of work, would be less likely to succeed. The thing is, life balance motivated people, get on with it. When they work, they work, driven to maximise private time.
Relationships - Selling is about relationships, isn't it? Perhaps so. However, if you put relationships first, would you risk any of your patiently and arduously developed relationships just to make a sale?
Passion - If you feel passionate about something, I'm sure you recognise how easy it is to put the thing first. Passionate people make great sellers, provided they are interested in what they are selling.
Challenge - Selling can certainly be challenging. Especially initiating a dialogue with strangers who always know when they are being sold. 'Challenge' is one of what I call the four gung-ho motivators. Can you intuit which are the other three?
If you need to organise a sales team to leverage individual sales motivation or if you would like to know how to get the right assignments to leverage your sales motivation, schedule a call with Clive Miller.
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Arrange a Sales Motivation Workshop for more.
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If you need to improve sales motivation, we can help. Telephone +44 (0)1392 851500. We will be pleased to learn about your needs and talk through some options. Alternatively, send an email to custserv@salessense.co.uk for a prompt reply or use the contact form here.
