Recently I found myself in a heated discussion with several salespeople over the issue of sales motivation.
I firmly believe sales motivation is a critical success factor and, yes, it is a key item management has to pay attention to.
Several of the salespeople with whom I was talking felt sales motivation is up to each individual person and management doesn’t need to be involved at all.
Sorry, but I’m not buying that line of thinking.
Not only do I believe it’s a key activity management needs to monitor, but I also believe sales motivation is really sales team motivation. It’s everyone’s job. Sales is all about momentum and having an attitude that fosters customer interaction. When everyone on a team is being supportive of one another, it helps to lift the results of the entire team.
If you’re part of a sales team, ask yourself how supportive you’ve been of others. It’s amazing how much of an impact we can have on other salespeople both positively and negatively with our actions and what we say.
Great sales teams are made up of members that help each other. They know there is added strength and better results if the team is all working together.
I’m not saying sales motivation is not a personal obligation. Certainly that component is at play and each person does need to take accountability.
What I am saying is there are benefits to the individual salesperson when they also spend time helping to motivate the entire team. When we take the time to make a positive comment or help another salesperson, we wind up helping ourselves as well to feel more positive.
Keep in mind sales motivation is nothing more than helping to create an environment that encourages positive results in others. It’s still up to the individual person to make the decision if they want to be motivated.
So what about you? When it comes to sales team motivation, are you a team player?
What would your co-workers say?
Copyright 2011, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.