What motivates you?

 

Is it the same thing that motivates your team? Probably not. But you can try to find out what does.

 

In my field. we use money as a motivation. Not in the sense that money makes the world go round. But what it can symbolize to the respective person. I love going over the potential gains my reps can make – if they apply themselves in our industry.

 

Letting them see that they can easily double their earnings makes a difference in how they perceive the position. Breaking it down for them helps them make it realistic. Showing them how to do it makes it possible. Having them do it makes it achievable and doable!

 

In any industry where you require production from your team, breaking down the components of their pay and how they can achieve the results makes a big difference between a pie in the sky goal and something they see themselves obtaining.

 

The crew I was left with is anything but a selling crew. If I had a normal retail store, where my employees were really just putting clothes away and maybe helping customers out, they would do great. They aren’t necessarily the type we would look for in our industry; but don’t let that deter you, they do have potential. They just needed the right leadership.

 

That is something we often overlook in sales. We find someone we believe to be good based on personality, but then when it comes to actually selling, we don’t understand why they aren’t producing. Most often it’s because they lack the correct skills and need to be trained up to the level we want them at. This is very important to understand. Having an idea of what their training should be like and also having it built around habits that are stackable makes a huge difference in your ROI.

 

With that said, they are definitely making me proud, but still have a ways to go before I can confidently not need to jump in to assist them and focus more on bringing in business for them to close.

 

And also remember, what you thinketh, becometh! If you think you’re crew is crap, they are as you will confirm this with everything you come across. Change the thought and know they have the potential to be what you saw in them, but you need to lead them there! Change your inner dialogue and it will make a huge difference. Once you’ve changed yours – theirs can and will change.