The first time I suggested we lower quotas to drive performance, my boss thought I was crazy. Until we did. Results sky rocketed. Why?
7 Ways To Motivate
- Lower Quotas – Out of reach quotas demoralize. Let them taste success. Most good comp plans include multipliers. When solid reps get a multiplied paycheck they understand possibility.
- Sell it For Them – “If my out-of-touch boss can do this, it can’t be that hard.” In my case, “if this HR chick now running our sales organization can do this, it must REALLY be easy.” Not my typical “wind beneath the wings” advice. Ensure you understand the obstacles first hand, and lead from there.
- Go Bird Watching – This week I stopped by the office of one of the most successful, results-driven sales leaders I know. His assistant told me he’d taken his entire team on a “bird watching” lunch. Perspective clears the creative thought process. Motivate with a surprise break and time to strategize.
- Stop Talking Money – “To motivate a sales person bring money.” True. But that’s not the only thing. Determine what else matters. Career growth? Prestige? Relationships? Have deeper conversations.
- Shave your head – I’ll admit, this is not my personal go-to, but I’ve seen it do wonders to motivate both sales and customer service teams across several companies. For some reason, teams can’t wait to see their boss’ bald head. You get bonus motivation if the team does the shaving.
- Make It A Team Sport – “Sales people are out to be #1.” Some sales folks also love being part of a winning team. It may mean more than the paycheck. Don’t underestimate the value of old-fashioned team rivalry. Cultivated well, they will help one another grow.
- What would you add?