Sales Blog for Sales and Sales Management

This question was asked by Mark A. Mullican from AXA Equitable.  Mark was attending the sales conference sponsored by BISA last December in LaCosta, California.  Our topic was 5 Keys to a Winning SalesTeam.  One specific key involves 'Motivation that Works' and this question easily falls into that topic.

First, thank you, Mark, for asking the question.  Second, there isn't an easy answer to the question but here is my answer:  I don't know that simple or complex is the real issue relative to getting people to perform better.  Certainly, it contributes, but more importantly is the skill set and systems and processes you have in place that help support the message.

When we look at successful managers - those getting people to perform as expected - we see the following:

• The managers know what motivates their people
• The managers have a strong self image - no need for approval from sales people
• The managers give appropriate and consistent recognition for success
• The managers implement disciplined structure for success when someone is failing versus having punitive type discussions
• The managers, under no circumstances, accept mediocrity

My point is that, if you have a great message but fail to manage with these 5 factors in mind, your message is impotent.

Generally speaking, I would say that simple is better.  Having said that, don't let the simple message lead you to believe that performance management and coaching should be simple or easy.  It is a complex science and the skill level must be masterful to achieve the goals you seek.