Research shows that money is NOT the primary motivator for success in sales, ESPECIALLY with today's younger generations.

Here are 3 Keys to help sales managers and top producers bust the myth that “enough is enough” to continue to see great sales success.

How to Stay Motivated in Sales

Too often, highly successful salespeople reach a point in their career where they become complacent.  They become complacent for many reasons, but one of the main reasons I've observed is because "they've made it". It doesn't matter what the gender or tenure is. All that matters is that one day the salesperson wakes up, takes a look around, and discovers that all the things they strived for when they got into the business have been accomplished.

• They have the big house
• They have the right car
• They have the club membership
• They are at the top of the food chain in their sales company (top 10%)
• Their net worth is comfortable
• They have freedom of time and freedom to choose
• They take wonderful vacations
• They are looked at as the leader of the sales team
• They are defined by sales management as “irreplaceable”

What the people (Dave Kurlan) at Objective Management Group have stated for years is that highly successful salespeople are motivated by earning more money. Nowadays though, research shows that money is NOT really the primary motivator, ESPECIALLY with today's younger generations.  

With this in mind, I don't want to focus on MONEY as the motivator, but I don't want to totally discount the idea either. Money DOES help people achieve the other extrinsic motivators that are important to them. However, it is the actual goals of the individuals that provide the motivation for earning more money. For example, let's suppose you have a salesperson who says spending time with the kids in extracurricular activities is important. I would suggest that being successful in selling "buys" one the time to have balance in their life and “buys" the ability to make the choice to go to a field hockey game at 3:30 in the afternoon. This freedom of time and choice might require your salesperson to succeed at a higher level. This is just one example. People who are actively dreaming and motivated to reach their goals will continue to work towards financial success to fulfill those goals.

Here are 3 Keys to help sales managers bust the myth that “enough is enough” and continue to get the most out of their top producers. And if you are a top producer yourself, these are three areas you should question and reflect on for yourself.

1. Ask the right question(s). It really isn't about money - how much they want to make, how much they want to have, when they want to retire, etc. The better questions focus on helping your highly successful salespeople determine what they would like to have to shape and define their lives. Ask them to rethink their goals to include some things that would be important to them to have as a legacy regarding who they are and what they accomplished.
2. Create an environment where goal setting is also goal sharing. Too often, sales managers don't feel that it is necessary to know exactly what motivates their salespeople.  (As a sales manager you may argue this, but the OMG data shows that 75% of all sales managers do not feel it is important to know what motivates their salespeople.) However, once you know what is important to your people, then you are more effective as a mentor and a coach.
3. Build the company sales revenue plan from the ground up. Start working with your people and help them identify what their requirements are to have a lifestyle filled with happiness, success, and financial freedom. Document their individual requirements and provide a process to translate those requirements into a selling success formula. 

I've explained to salespeople that if the company has a bigger goal for them than they have for themselves, they shouldn't blame the company. The salespeople need to blame themselves because smaller expectations are a clear indication that they have stopped dreaming and stopped setting goals. I’ve explained to executives that it isn't about shareholder value. Their salespeople, unless those salespeople own shares, don't give a hoot about shareholder value. They care about sending their kids to school, buying a place in the mountains, and paying for the weddings.

When you have an environment where your people can continue to make their dreams come true, then you have something special where “enough is enough" is never an issue. 

As I mentioned in my previous article, I’ve had two vacations this summer. One trip was to Canada for fishing and another to Falmouth, Massachusetts to relax and visit our niece and her family. While there we relaxed, had some great meals, walked all over Falmouth, visited with a client, and ate lots of ice cream. All the while, I continued to be amazed by the sales lessons I learned during our daily adventures.

Here are the 6 sales lessons I learned while visiting the Cape.

#1: Small sales can be very rewarding as you watch them grow

Linda’s niece Laura and her husband Sebastian have an infant boy: Javier Miguel Fuentes. He is 9 months old and a delight. We met him when he was a month old and now he is crawling. It was a blast to spend time with him and see how he continues to develop and grow. Yes, there is lots of pressure to make ‘big sales’ but you can choose smaller ones when you believe the growth will be worth all the effort.

#2: Little things do matter and make a difference

While dinning at Anejo Mexican Bistro, not only was the food delicious but the staff was exceptional and paid attention to the little details. It made our visit and experience exceptional and Anejo become our ‘go to’ place to eat during the trip.

#3: If you want the right kind of clients, you have to be where they are

The picture here is of ‘The Knob’. The Knob is a piece of land donated to the Audobon Society by Miss Cornelia Carey in 1973. To get there, you have to go to Woods Hole, find the little out-of-the-way road to Buzzards Bay. You may have to park ½ mile away and walk to get to the Knob. But if you want to see the beautiful sunsets from the Knob, you have to go to the Knob. It won’t come to you.

#4: Take risks

We are creatures of habit. We go to restaurants and order our favorites, our standbys, because we know what we like. I ordered a mahi mahi fish sandwich with aioli sauce and a slice of pineapple on a brioche bun. Those who know me know this isn’t my go to meal. It was great. So great that when we got home that was the first meal I prepared for our Sunday family dinner. We spend a lot of time in training sessions with ‘seasoned’ salespeople who have been doing what they’ve been doing for decades. Some of these people fear taking the risk of trying something new. What is interesting to me is that those that are most successful are those that always take the risk of trying something new.

#5: When on vacation, you can eat ice cream anytime

Linda and I managed to find lots of places to eat soft serve ice cream. Normally it didn’t matter what time of the day it was. When we found ice cream we would stop, consider and buy. In your sales day, there is never a bad time to prospect. Anytime you spend prospecting – just one call between other ‘things you have to do’ is time well spent. Anyone you meet might be someone that needs to hear your story. Don’t convince yourself that prospecting is something you just do on Thursday. That prospect you are looking to connect with on Thursday may not be there.

#6: You really can’t do it alone.

Salespeople have huge egos and believe that ‘they’ are the center of the sales universe. Sorry, it doesn’t work that way. We have a client in NYC that has an extraordinary sales support structure. Without it much, if not all, of the recurring revenue wouldn’t happen. The ‘expertise’ of their product specialist is exceptional. Yes, the producers hunt and develop relationships and that is no doubt a BIG part of the job. But the rest of the team fulfills the promise and is always there to pick up the pieces when something goes wrong. It took a number of people to pull off the wonderful trips I’ve had this summer. Special thanks to our family: Jeni, Steven, Alex, Ireland and Mike for taking care of things at home and watching over Anthony. Thanks to our people at Anthony Cole Training Group for taking care of business and my clients while we were away. The guys I fished with have been doing this trip for 30 years. Without Gerald, Bob and Barry and their expertise there is no way the trip would have been as extraordinary.

So there you go, vacation sales tips from Canada and Cape Cod. Enjoy the rest of your summer. Send a picture of your summer vacation to tony@anthonycoletraining.com and you will receive a free, 30-minute pre-call strategy session with me to discuss a sales meeting you have coming up or a post-call debrief for a prospect meeting you already had.

In June, I went on a 7-day fishing trip to Lake McCrae Ontario, Canada with 3 friends of mine. 2 weeks later, Linda and I spent 5 days in Falmouth, Massachusetts and 2 days in Boston.

My vacations have provided some insights that correlate very well to what it takes to be successful in selling. To make this a little easier to digest I will take the 11 Lessons from my summer vacations and break them down into two articles.

The 5 Sales Lessons from My Canada Fishing Trip

#1: Anticipate an unexpected turn of events and prepare to respond

Lake McCrea is very remote. There is no cell or phone service. Last year was my first trip there and I was concerned that if something happened or if something happened at home there wouldn’t be a way to get help or leave if I had to. To prepare, I rented a satellite phone.

#2: If you change how you view things, you will see something different

Gerald was pointing out to me the structure of the rocks below the surface of the water. The sun was shining, the water was crystal clear and I could see in detail what I needed to see in order to be more successful at casting in the right areas. I immediately thought of salespeople and their relationships with prospects. I thought “if salespeople would just change how they view selling, they would see better what it would take to convert a prospect into an opportunity and perhaps a client. But many salespeople have a myopic view and look at all prospects the same and thus treat them all the same. Example: If the view is ‘prospects want to save money’ then the sales person will approach all sales the same way.

#3: You can’t force big sales to happen

I managed to hook 3 monster Northern Pikes. The first was 40 inches long and at least 15 pounds. I was fishing with gear suited for fish that might have been 3 pounds. Not wanting to risk losing the monster fish, I set my drag and took my time. This catch took 50 minutes to boat.

#4: Learn from mistakes and successes

Two days later, I hooked another fish about the same size but learning from the first big catch I managed to bring this one in the boat in 25 minutes. A day later, I caught the granddaddy –a 48” Northern. I managed to get that one in the boat in 20 minutes.

#5: Create more opportunities – make more sales

My fishing partners have been making this trip for over 2 decades. They are really experienced and rarely get their fishing jigs caught in the rocks hidden beneath the water. I, on the other hand, had some trouble in this area and so I spent more time re-tying jigs and lures then they did. Subsequently they threw more cast and caught more fish.

So there you go, my sales tips from my 10-day vacation in Canada. Be on the lookout for part 2! Send a picture of your summer vacation to tony@anthonycoletraining.com and you will receive a free, 30-minute pre-call strategy session with me to discuss a sales meeting you have coming up or a post-call debrief for a prospect meeting you already had.