21 responses

  1. Ali Anani (@alianani15)
    June 5, 2013

    Karin- you are a mind reader. I started few hours ago writing the draft of balancing load of work and motivation. I shall share my thoughts in brevity here out of respect for your grand post.
    The metaphor- tires that are inflated to specified pressure. Inflate more or less and the performance goes down, risk increases and stress goes upward. These result in de-motivating the staff. The vicious spiral starts.
    The optimal pressure level is dependent on the tires, road conditions, tire specs. Likewise; employees are not the same. We need to test not only increasing pressure on them, but equally important is lowering pressure. Less workload, go bird watching are just great examples of lowering pressure and releasing “excess unwanted air” inside them.

    Karin- I am sorry for the lengthy comment

  2. Ali Anani (@alianani15)
    June 5, 2013

    Karin- you are a mind reader. I started few hours ago writing the draft of balancing load of work and motivation. I shall share my thoughts in brevity here out of respect for your grand post.
    The metaphor- tires that are inflated to specified pressure. Inflate people with workload above or below their “optimal Zone” the performance goes down, risk increases and stress goes upward. These result in de-motivating the staff. The vicious spiral starts.
    The optimal pressure level is dependent on the tires, road conditions, tire specs. Likewise; not all employees are the same. We need to test not only by increasing pressure on them, but equally important by lowering pressure. Less workload, go bird watching are just great examples of lowering pressure and releasing “excess unwanted air” inside the employees.

    Karin- I am sorry for the lengthy comment

    • letsgrowleaders
      June 5, 2013

      Ali, Love the tire pressue example… look forward to seeing what you put together.

  3. Steve Borek
    June 5, 2013

    It takes a special manager, of any department, to motivate the team to achieve the goal.

    There’s one problem. The manager has an emotional attachment to the outcome. So, it’s very difficult for them to show up in a coach like way and get the results they’re looking for from the team.

    p.s. Day 4 of my Plant Based challenge. Not sure if I’ll make it another 17 days. p.s. Quinoa Burgers are free of gluten-dairy-soy-corn-wheat-egg-nut. It’s also free of taste.

    • letsgrowleaders
      June 5, 2013

      Steve, I agree that managing the emotional attachment part is tricky.. but necessary. That passion channeled well can be very motivating.

  4. Matt McWilliams
    June 5, 2013

    7. Have a great product.

    8. Share testimonials.

    9. Share updates from R&D.

    10. Tell them what’s going on in marketing.

    11. Be an open book.

    Salespeople are…people. If they believe in the product, they sell it. If they know that a bug fix is coming, they will sell it. If they understand more about how leads are generated they will do better.

    • letsgrowleaders
      June 5, 2013

      Matt, yeah, a great product is a good start ;-) I really like your additions, particulary the testimonials and what’s happening in R&D… all creating important optimism.

    • Steve Borek
      June 6, 2013

      Matt, I had a successful career in the high tech industry including software, hardware, and services for over twenty years. I learned it’s never about the product. I never had the greatest product. It’s about the relationship.

  5. Tim
    June 5, 2013

    Karin – I always enjoy seeing comments that I can relate to and experienced with you.

    Ali- I really like your metaphor on the tire pressure and plan to share that with some team members today, thanks.

    Tim

    • Ali Anani (@alianani15)
      June 5, 2013

      Tim. You are welcome to share it. I am writing a presentation on this metaphor and shall keep you informed as soon as it is published. This should be in few days time.

    • letsgrowleaders
      June 5, 2013

      Tim, oh, yes… I must add, it is VERY important to have a great, creative, Finance partner on your team. Hope the new gig is going well.

  6. Marko V.
    June 5, 2013

    I have to admit, I never heard someone recommend #1 and I’m already doing #5 ;)

    And on #7 … show them the enthusiasm that you have for your work, and the product. Enthusiasm is contagious. Train them like a pro and build (and use) their skills to the maximum.

    • letsgrowleaders
      June 5, 2013

      Marko, hmmm… maybe you could let them paint your head ;-) That’s a perfect #7.

  7. WIlliam McCauslin
    June 5, 2013

    Karin, I recommend giving them training and tools to make their job easy. I have come across a tool that was developed by a Sales professional. He will improve sales by 10% or better with his client types tool and 5 min of training. He will improve your sales even more with sustained training and tracking the use of client types and the results. Jason Young is the owner, I will be happy to connect you. http://www.clienttypes.com

    Combine his tools with communications and team building, your team will be happy and making sales.

    • letsgrowleaders
      June 5, 2013

      William thanks for sharing what you’ve found useful.

  8. Nick Jaworski
    June 11, 2013

    I personally love number one. I have never seen more demotivated teams than the ones that have high targets they fail to hit again and again and again. The worst in when targets are set based on budgeting goals rather than a real assessment of actual market realities and team capabilities.

    My suggestion is to always set a goal WITH your team. If last week wasn’t so hot, why not? What are we going to change and what improvement do we expect to see from it this week?

    • letsgrowleaders
      June 11, 2013

      Nick, Great to have you in the conversation… yeah, #1 is my favorite too. I fully agree about setting the goal WITH your team. I find they will shoot high

  9. Ben Joven
    September 3, 2013

    Every morning I have my sales team watch this:

    • letsgrowleaders
      September 4, 2013

      Movies help.

  10. Ian Zafra
    January 15, 2014

    Wow Karin!

    These are indeed some of the more unconventional ways to motivate your sales team. My favorite has to be #6 because it fosters friendly competition among the teams. #5 cracked me up! haha

    Tips to Motivate Your Sales Support Team: http://www.spi-global.com/blog/think-tank/6-tips-motivate-sales-support-team/

    • letsgrowleaders
      January 15, 2014

      Great to have you in the conversation! I so hope you will come back and offer additional insights for the community.

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