One of the most important things you must do (as a sales VP, Director, Manager, Trainer or Coach) is to determine what motivates your salespeople. What really motivates them! Sometimes that’s easy to do – other times, not so much.
The question is an easy one to ask: “Why sales?” or “Why are you in sales?” The hard part (for some salespeople) is the answer. Here’s what we’ve heard:
- I really like people
- I love the freedom to make my own schedule
- I like to help people
- I like to solve people’s problems
- I’m a people-person
- I’m really good with people
Sure, it’s a loaded question. We know what the answer “should” be. Most salespeople give the answer they “think” we want – the answer they think will win us over & make them look really good. Mistake.
Sales pros out there hear this: IT IS OK TO WANT MONEY! Matter of fact, in our experience, if “for the money” is not in the top 2 reasons for you to be in sales, get a new career.
This gig is hard enough. How many times have we said this? Let’s face it. . . we talk to strangers all day long. . . that don’t want to talk to us. . . about something they don’t want to buy. Who would do that? That’s nuts! So, if you do succeed at that, & find someone that does want to buy, you had better be paid well. Simple as that.
But no. Most salespeople “say” they really like people (join the Peace Corps). They say they really like to help people (they’re always looking for nurses). They like to solve people’s problems (be a psychiatrist). They say they are people-persons (Walmart could use a few new greeters). They say they are really good with people (so are counselors).
Why so tough on “people persons” you ask? Because these people have a hard time making a living in sales. Why? They tend to do things that people-persons, or “nice people” do. Like what?
Things that “nice people” do in sales:
- Talk to anyone that will talk with them (not always high-level decision makers)
- Discount pricing (after all I can’t get full price from my “friends”)
- Educate, educate & educate prospects until their tongue turns blue (trying to impress & get their own needs met)
- Trust prospects that want to “think it over” (chasing them for decisions…)
- Make friends on sales calls (not sales)
- Don’t ask the tough questions (too nice)
Salespeople that are in it for the money have a different mind-set – & it is professional & appropriate. They see themselves as problem solvers, so they look for problems, not friends. They understand they work for “for-profit” companies & are comfortable charging for it. Most of all, they appreciate the “economics of selling” & don’t waste time educating prospects so much that they end up chasing them for decisions. That’s the DUMP & CHASE at it’s finest.
It’s OK to want money. Never be ashamed of that.
