Motivating Salespeople Is Easier Than You Think
What I am going to tell you will actually motivate anyone. So if you whish to improve your own life, this will work.
There is an absolutely fantastic way of motivating salespeople that is nearly ignored by most sales training efforts and sales managers.
It’s called “self-development.” And it is probably one of the most effective and easiest ways of motivating salespeople there is.
So what is self-development?
Self-development is working on your core beliefs, philosophies, and habits. Probably the best-known self-development expert is Anthony Robbins, but he shares the stage with Jim Rohn, Wayne Dyer, Jeff Olsen and a host of others.
Abraham Lincoln has a very famous quote points to the value of self-development. He said…
“Give me six hours to chop down a tree and I will spend the first four sharpening the axe.“
If have the impression that these folks are all hype and hyperbola you should reconsider. There is no better way of motivating sales people than to give them skills that help them succeed.
I won’t tell you the self-development gurus don’t put out a lot of hot air. However, they also put out a lot of great advice. And they do a good job of making people feel good about themselves while giving them the confidence they can slay the world or at least the task at hand.
Here are a couple of key things I learned from the self-development world that have been very helpful when I applied them to motivating my teams…
It is not what life throws at you that will determine where you end up; it’s what you do about what’s thrown at you that makes all the difference. –Jim Rohn
This has a very simple and use and application in sales.
If salespeople understand that it is not the objections or challenges of sales that are keeping them down, but rather what they are doing about them, their spirits and morale will be higher.
Zig Ziglar has another quote that fits hand-in-glove with this idea…
“Don’t wish things were easier, wish you were better.”
Lincoln obviously decided he would preempt the wishing part by being well prepared.
Finally I learned one of life’s most important concepts from Jeff Olsen – it is not the big decisions that cause us to fail, it’s the little ones. And just doing a good job on the little ones can make a huge difference in the end results.
You don’t lose your health or gain 50 pounds by eating a Big Mac. One Big Mac is not going to kill you, and unfortunately it is knowing that that causes many people a problem.
You see, they make that one small decision repeatedly each month. And because the small decision doesn’t seem critical, they choose wrong, they choose the Big Mac instead of the salad or other healthier options.
Not everyone has real desire to improve, but imagine if you ditched one hour of TV everyday for some serious study time on your craft.
What if everyday you read for an hour a book on leadership or sales methods. At the end of just one year you’d have 365 hours of study!
Can you imagine spending 365 hours on a subject and not improving your skills? I can’t.
Even if you only spent 20 minutes a day you would still have over 121 hours of study.
You can see from this, that a little decision to read just 20 minutes a day could create a whole new you in the space of a year.
And let me tell you, if you try this, it won’t take nearly that long before you notice huge improvements.
The bottom line is, as a sales manager you must engage in your own self-development and learning so you have the skills to help your folks. The “better you” you create in the process will by itself help you in motivating salespeople.
If you can simply get your salespeople to do even the simplest thing each day – say listening to good material instead of music or radio when they are in the car – you will make a huge difference in their confidence, attitude, and their results.
One simple way of motivating salespeople would be to share a self-development quote or idea each day. And it works even better if you can tie it to one of their challenges.
Self-development will change your life. Use if for yourself and your team and you will see remarkable changes. And motivating salespeople will no longer be a challenge.