Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Have any unmotivated and underperforming sales reps?
Use Left/Right to seek, Home/End to jump to start or end. Hold shift to jump forward or backward.
How many of your reps could be selling more…if they just put more energy into their territory? How you motivate your people and get them energized is a critical component of effective sales leadership.
There are four simple rules of motivation. The first rule is you can't motivate anybody to do anything. The reason you can’t is due to the second rule… you can’t motivate anyone because everybody is already highly motivated.
The problem is rule number three. People are motivated for their reasons not for yours, because of their bias, background, culture, beliefs and personal experiences.
Because you can’t motivate anyone to do anything…since they’re already motivated, but motivated for their reasons and bias, the fourth rule is all you can do is create an environment for people to motivate themselves.
As their manager and leader, you need to find out what excites and fires up your people, and then show them how they can achieve their goals and have the success they're looking for.
Today’s video explains these four rules of motivation, and how you can motivate your team members to sell even more!
Do you have any sales reps that are unmotivated? Hi, I'm Jim Pancero, helping you and your team be more effective in selling today. And as a coach and leader of your sales team, how we motivate our people and get them energized to be able to sell more and be more effective is a critical component of our ability to be a sales coach and leader. There are four simple rules of employee motivation. I learned this from my mentor Bill McGrain back probably over 40 years ago and it's amazing how these concepts are still so valid today. There's really four rules of motivation. The first rule of motivation is you can't motivate anybody to do anything. If you have relatives, you understand this concept. It's because of the second rule. And the second rule is everybody is already highly motivated. The problem though is rule number three is people are motivated for their reasons not for yours. their bias, their background, their culture, their beliefs, their experiences. So the reality is we really can't motivate anybody to do anything because they're already highly motivated. All we need to do is a direct behavior and create an environment so that people can motivate themselves. We need to find out what excites and fires up an employee and then show them how by doing what we need to have them do in the job, they will achieve their goals and have the success they're looking for. What can you do to make sure that you have a motivational environment that's going to help impact your most people on your team so they can sell even more?