Dispelling the Myths of Sales Motivation

Salespeople are oftentimes unfairly categorized as being motivated purely by financial interests. This misconception can lead management to treat their salespeople with a sense of suspicion.

However, as Jonathan Farrington writes on his blog, this simply isn’t the case.

“The reality is that most salespeople want to grow and show what they can do. They want to be able to say at the end of the work experience not that they vegetated, but that they are more than they were (know more, can do more and, therefore, are more). The only way to measure this is by what they have done in that experience.”

After defining a motivated performance with metrics such as achieve, recognition of said achievement, increased responsibility, and more, Jonathan lists off 8 Key Motivating—and possibly De-MotivatingFactors to Measure Salespeople:

  1. Relationship with manager
  2. Responsibility
  3. Promotion
  4. Acceptance by peer group
  5. Job content
  6. Financial motives
  7. Recognition and praise
  8. Achievement

Notice a trend? In 80% of cases, achievement comes out on top—not financial motives.

It’s a great concept to keep in mind when developing your salespeople and managing a team.

BS
Brennon Slattery
Marketing and Web Designer

Brennon is a Marketing and Web Designer at A Charitable Life. He is also a freelance writer and the author of over 600 PCWorld articles. Before A Charitable Life, he was the Project Manager, Web Designer/Developer at Pearson.
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