Are you really motivating your people to win?

Sales leaders are constantly asking me, “How do I motivate my team to win?” I wish I had the “magic” answer to this question and that instantly you could motivate everyone on your team to WIN big. Unfortunately it’s just not that easy.

So I have good news and bad news…. I’ll start with the bad to end on a positive note. The bad news is this: YOU CAN’T MOTIVATE YOUR TEAM TO WIN BIG! Ouch, right? It seems like a very negative answer to a positive question.  I’m sure many of you are thinking that you do motivate your reps to WIN BIG. Maybe you are… but it’s not because of YOU… it’s because of something that you said that is resonating with them.  It’s a leadership 101 philosophy: you can’t be an effective leader if you lead the way you like to be led. It’s not about YOU, it’s about THEM.

So here’s the good news. You can find out WHAT motivates each individual personally and professionally and use this knowledge to lead them. Motivation comes from within. So find out what it is that motivates them. You have to make it THEIR idea. Make it THEIR reason to win. What’s in it for THEM?

Great leaders don’t motivate people. They find something that is important to the individual and help them achieve that goal. Think of it in a sales context. Why do prospects buy? Not because of all the great things you think your product or service does, they buy because it fills a need the prospect has. It’s why we ask questions in sales calls; to find out why they might buy, what their pain is, how we can help them, how we can provide them something that will improve their business. Everyone is motivated by different things and these things change often. I personally used to be motivated by recognition and now I can’t stand recognition. I used to be motivated by upward mobility, now I’m content doing my own thing. What motivates someone changes as their personal and professional lives change.

Start with this: What is currently motivating YOU. Does your boss know? Do you know? Be honest with yourself when you answer this. Now focus on your reps. Take out a sheet of paper and list out each individual rep on your team. What do you think is motivating each individual to WIN BIG? Is it recognition? A promotion? More money? Work-life balance? Extra time-off? New accounts? Learning? Something positive to be part of? The list is really endless…

Still unsure how to motivate someone on your team? Here’s a final hint… try asking them. If you’re still wondering how to get a candid answer from them… call me. I have some ideas on individual coaching that can turn B’s into A’s.