What motivates you? Fear of failure? Money? Prizes?
I don’t limit motivating my sales team to fancy words and go-get ’em phrases. I want them to be excited and eager to succeed, yes, but a pep talk and one of those motivational posters aren’t the only ingredient you need to make a good batch of chocolate chip cookies. I like to dangle prizes and money and even trips in front of them to get them spinning that hamster wheel to more sales and more success.
Think about your childhood. Were you motivated simply by your parents telling you to do something? Chances are you were sometimes but more often than not, you needed an extra incentive to see it through. Allowance, a trip to the ice cream shop, or a chance to have friends over for a party— these are just a few of the carrots parents dangle to keep their kids focused on a desired result.
Currently, I’m asking a select few from my sales team to possibly join me at CES next month in Las Vegas. I’m asking them to sell ME on why they deserve to join me. One spot, one sales pitch. No, this isn’t a “justify your existence” exercise; it’s not even mandatory. This is purely voluntary, and the end result has no bearing on their standing in the company.
It’s not a chance to gamble all day and gorge themselves on one of a thousand buffets in town and sleep until noon. This is a business trip, and I want them to tell me what they will get out of it and use during the business day. What it IS, is a chance for them to sell me on the chance to experience the sights, the sounds, and the new gadgets at this annual event. Of course, it’s not ALL work and no fun. (It IS Vegas, after all!) They’ll have a chance to attend a party with Pete Cashmore and the team at Mashable (I have tickets) , have dinner with Dell (booked), and much more.
But first, they have to sell ME. I want to know who is hungrier, who wants it more, and who will utilize what they experience and learn in the most impactful way during business hours and beyond.
When motivating your sales team, tap into your inner child. Put yourself in your 12-year-old-self’s shoes, and apply it to professionals. Give your team verbal motivation, yes, but also give them tangible motivation. You can catch more flies with honey than nice words.
Be sure to say hi to me and (TBA) at CES in Vegas this January, too.