Newsflash: Salespeople Aren’t Motivated By Money Alone
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<strong>Newsflash</strong>: <strong>Salespeople</strong> <strong>Aren’t</strong> <strong>Motivated</strong> <strong>By</strong><br />
<strong>Money</strong> <strong>Alone</strong><br />
One of the oldest and most widely held ‘truths’ in the world of Managed<br />
Recruitment is that salespeople are motivated largely or principally by money. Alas,<br />
however much this claim may have been true in the past, it doesn’t stack up very<br />
well these days.<br />
With one recent analysis suggesting that as many as four-fifths of salespeople may<br />
actually be mainly motivated by non-monetary factors, now may be the time for your<br />
HR team to reassess those old assumptions.<br />
So what are the real factors inspiring salespeople today?<br />
Yes, there may still be some more ‘old school’ salespeople out there who respond well<br />
to your talk of how big a commission they could earn with you or how expensive a car<br />
they could buy. However, it’s dangerous to presume that such monetary-pressure<br />
tactics will work on most or indeed, necessarily any of your salespeople.<br />
What about the general praise and recognition that your sales staff could receive for<br />
a good job well done? Is a sales job with your firm satisfying whatever the associated<br />
income? Does your vacancy give candidates the opportunity to develop themselves<br />
and master the art of the effective selling of your company’s products or services?<br />
These are all factors that you need to think about! Don’t presume that someone who<br />
doesn’t respond to more traditional management techniques is a bad salesperson.<br />
Quite the opposite – they may simply require a bit more finesse and subtle<br />
management if you are to get the best out of them.<br />
Remember the complex world of motivation
It’s vital to appreciate that motivation – whether in the world of sales or not – is a<br />
complicated thing. Some people are mainly inspired by a love of clinching that big<br />
sale, while others may be more driven by a hatred of missing out on that big sale.<br />
Similarly, some achieve great results through self-pressure, whereas others may need<br />
to be pressured by others if they are to really give their best. Some are good at selfmanaging,<br />
while others are best suited to being closely managed by a superior.<br />
Understanding this intricate web of motivations that is likely to apply across your<br />
sales team is crucial if you are to not only identify and hire the best salespeople, but<br />
also extract the maximum potential from them once they are on your team. It may be<br />
one of the most important lessons to incorporate into your managed recruitment<br />
approach as we head into 2017.