Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday.

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The best way to create a high-performing team is to understand each person on the team, how they think and what drives them to behave the way they do.

Leaders can’t motivate their team.

All a leader can do is create an environment where the individual motivates himself or herself. Best analogy is you can lead a horse to water, but you can’t manage a horse to drink.

Below are a series of questions you should consider.

On the surface, they might seem easy to answer, and most of them are. Yet the key is not in the answers, but in the why behind each answer.

When we dig deep and understand the why behind each one, we will then be in a position to truly understand how to help them move their performance to a higher level:

  1. How clearly do they understand the goals of the organization?
  2. Who do they feel they have accountability to in the organization?
  3. What are things they would say they value about the job?
  4. What are the key motivators that drive them?
  5. Are the motivators different between their personal and professional life?
  6. What are the key de-motivators that impact them?
  7. What is their preferred communication style?
  8. What is their preferred time of day?
  9. Who do they look to for direction/support?
  10. What are their professional goals?
  11. What are their personal goals?
  12. How would they describe integrity and do they live by what they say?
  13. Is personal/professional development part of their lifestyle?
  14. What role do they feel they play in the organization?
  15. How do they feel about the organization?
  16. Where do they see themselves in 12 months? Two years? Five years?
  17. Who are the key players in the organization they communicate with the most, and do these other people have a positive or negative impact on them?
  18. Who are the key players in their personal life they refer to the most and what is the impact these people have on them?

Knowing the answers to these questions for each person on your team will help reveal to you how you can create an environment primed for success.




Copyright 2016, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.

Click on the below book cover for more info on boosting your profits!

High-Profit Selling

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