By now, you sales people and sales managers may or may not have seen the video or read the book 'The Secret'. The Secret isn't just for sales or selling or sales management, but its application is a great fit. However, if you have read enough self-help stuff in the past, then The Secret isn't much of a secret. But that does not invalidate the content or message.
My post today isn't about the secret. This post is about one of the series of questions asked by attendees at the recent BISA managers meeting held last December in California. Bob Grieb asked me to speak on the 5 Crucial Factors for Sales Success and, as part of the presentation, I asked attendees to submit questions. Today's question is from Lou George from M&T Investment Group. Lou isn't asking for 'the secret' but his question is close:
"In your opinion, what is the single biggest motivator for top sales people?"
Lou, the secret is, well, The Secret. What do you mean, Tony? What I mean is that the basis for "the secret" is realizing what you want in life; making those wants, dreams, desires, goals non-negotiable; creating a plan to goals into accomplished goals; and finally, being aware that there are abundant resources available that will help you achieve your goals.
That, in my opinion, is what motivates the top producers: their own personal goals that they have made non-negotiable.
As my good friend, Tim Mackey, taught me years ago- "People strive for freedom: freedom of time and freedom of choice." What 'buys' people that freedom is money. Money is the resource that buys us the freedom.
So, it isn't a complex compensation package with rich incentives. By and large, if you look at top producers that are independent, what motivates them is the dream of being successful with all that that implies and provides in terms of freedom.
If you want to become a top producer, if you want to manage your top producers to another level, if you want those that are just below the top to producer better, then follow these steps:
- Create an environment where people have the chance to dream
- Help them build a plan around those dreams
- Provide access to resources to help the dreams come true.
As I've told many managers before, your producers don't care about shareholder value; they care about what they care about.
Hope this helps Lou.