31 thoughts on “The Right Way To Motivate A Sales Rep!”

1. Well, Paul, I’d be lying if I didn’t say that good ol’ money wasn’t a motivating factor for me to get out there and sell! 🙂 But probing a bit deeper (as your question made me do), I would also say that I’m motivated by love for my family, especially my dad — I work for him and want to do a good job for him.  I’m also motivated by the thought of a future family; I’d love to have a decent nest egg built up if and when I have kids of my own.  As always, thanks for a thought-provoking post!

   1. Wonderful motivators Rebecca!

      I want you to have a decent nest egg built up too so you can spot me a few bucks. I’m running light on cash 🙂

      Thank you Rebecca!

2. You need to understand them as a whole person.

   I recently spent a year coaching a particular client who was a salesman. The first thing I did was have him take an assessment called TriMetrix. It’s 3 assessments in one. Looks at your behaviors, motivators, and personal talents and skills.

   He was underperforming. Every month I worked with him his numbers steadily went up. Then he made his number, first time in the company’s history, for 3 months straight.

   Early on I told the owner I was focused on his employee as a person first. HIs response, *I don’t care what he’s like as a person! I want results!*

   This owner has leadership issues.

   In closing, I focused on this sales guy as a human being. I found out what his true motivators were. In the end, we were successful. Although the employee left because the culture in the company was toxic.

   1. I agree Steve and appreciate the answer.

      If you don’t mind, the question was “What motivates you?”

      Thanks again!

      1. What motivates me? It’s situational.

         For example, I quit smoking over 20 years ago simply because the swimmer I was sharing a lane with lapped me many many times. He was one of my customers and 10 years older. He swam 1 mile in 35 minutes. I swam a half mile in 45 minutes.

         That morning I crushed the pack of Marlboro Lights I had and threw them away.Quit cold turkey.

         Today I can swim a mile in 35 minutes.

         In this situation it was competitive and health related.

   2. I agree Steve and appreciate the answer.

      If you don’t mind, the question was “What motivates you?”

      Thanks again!

3. You need to understand them as a whole person.

   I recently spent a year coaching a particular client who was a salesman. The first thing I did was have him take an assessment called TriMetrix. It’s 3 assessments in one. Looks at your behaviors, motivators, and personal talents and skills.

   He was underperforming. Every month I worked with him his numbers steadily went up. Then he made his number, first time in the company’s history, for 3 months straight.

   Early on I told the owner I was focused on his employee as a person first. HIs response, *I don’t care what he’s like as a person! I want results!*

   This owner has leadership issues.

   In closing, I focused on this sales guy as a human being. I found out what his true motivators were. In the end, we were successful. Although the employee left because the culture in the company was toxic.

4. Great ideas.  Different people are motivated by surprisingly different things.  If you don’t ask, how can you possibly know?

   1. Agreed Marc!

      What motivates you?

5. My motivation is my Dad.  I lost my Dad three years ago when he was in a motorcycle accident on his way home from work.  I know he always expected more from me, and the fact that he didn’t see me achieve what he believed I was capable of drives me to succeed.

   1. I’m so sorry to hear that Jacob. 

      I lost my Dad when I was 22 and he remains one of my motivators to this day for the very same reasons you shared.I’m sure your Dad sees you and is quite proud of you my friend.

      Here’s to our Dads!

6. I don’t mean to be argumentative, but I don’t believe you can motivate someone else.  I think you can offer incentives and you can inspire people to motivate themselves, but the motivation comes from within.

   1. I agree that motivation comes from within . . . this is to help support someone to motivate from within and if we can’t assist with that then certainly we can do our best not to demotivate 🙂

      Thank you Diana!

7. Now to answer the question you really asked, “What motivates you?”  –I love winning!  I’m not a sore loser, but I really love the feeling I get when I win.  And I want to do better than everyone else.  I’m quite competetive. 

   1. I love it Diana . . . I love both of your answers just the same.

      Don’t make me choose Diana 🙂

      Thank you so much for the input x’s two!

8. Ah Paul, your words “Everyone has a story …” are a quote I’ve lost count of the times I say as well. There such a potent and meaning words and I think they speak volumes about who you are sir!

   What motivates me first and always is a 5 year old angel who depends on my alone for everything; she is my north, south, east and west. After that just waking up in the life I’ve been giving is enough for me – I have a working body, working mind (most of the time ;)) and a full heart; what other motivation do I need? For me whatever I’m blessed with should be poured back out; that’s just my deal and that motivates me plenty!

   Paul, whoever you lead is truly fortunate and I’m sure a mega success! You inspire and motivate! Thank you!!

   Here’s to a perfect Tuesday!

   Much kindness,

   Elena

   1. Thank you for the kind words but I am going to give you an assignment Elena . . . 

      Please copy the words you have written here (minus the kind words to me)

      Put them in your journal, in a frame on your desk or under glass in case of emergency.

      The next time you are having a bad day or doubting a cause, reread your wonderful words because they are your insurance policy against negativity and doubt . . . they are also the fuel for your own success.

      Thanks again Elena . . . you rock!

      1. Ditto my friend!

   2. I love your answer, Elena! Your little 5 year-old is quite fortunate to have such an inspiring person to help her grow and learn.  Thanks for sharing! 

      1. Thank you Diana! You’re very thoughtful and kind; I’m grateful.

9. My motivation is being able to work in the things I like and at the end of the day have a deep feeling of total accomplishment.

   1. I think that’s an awesome motivator . . . well said Janice!

      Thank you!

10. I am motivated by freedom.
    Financial freedom.  Freedom in scheduling.  Freedom in making choices.  Freedom to choose whom I do business with and the culture I create.
    Freedom is a great motivator.

    1. Agreed . . . Freedom is one of the many reasons I work for myself Heather!

       Rock horns being sent your way from New York Heather! 🙂

11. Too many leaders motivate as in that picture above – an environment of fear. What motivates me is probably lengthy, and as a person who earns my living according to what quotas are achieved, I had better publicly say that I am motivated by money. The moment I don’t say that, I will be underpaid. But I can tell you I believe wholeheartedly that if you change that picture above to 3 dolphins, where the environment is one of people/a person having fun, interacting as a team… where ideas are shared, and competition is friendly…I believe that environment is FAR more successful than the motivate by fear method…where people learn to undercut each other, hoard ideas, watch their backs. I am motivated by interaction, with my customers, with my team – I want to know who they are…enough to share a laugh together. When the approach is positive and fun, I want to creatively problem solve, I want to deliver for my customer, for my company.

    I believe that when you continually beat someone down (as in beating up a sales person in hopes that he/she will make their target) you only cripple their ability to get up, cause them to focus on their wounds. That is no position from which to be able to sprint for a goal.

    1. “I believe that when you continually beat someone down (as in beating up a sales person in hopes that he/she will make their target) you only cripple their ability to get up, cause them to focus on their wounds. That is no position from which to be able to sprint for a goal.”
       Brilliant Jena . . . I want to work for you!

       Thanks for stopping by and happy Tuesday to you!

12. Paul, I am still discovering what motivates me (it changes as I get older). As a sales manager, I often get so tied up in the metrics that I forget to ask the associates what they need/want to be successful.

    Thanks for bringing this simple yet effective tidbit to the forefront. Miriam

    1. Me too Miriam and I like that it changes as I get older. 

       Hope your Tuesday is hovering EPIC!

13. I am a junky for that feeling I get when someone recognizes me for a job well done.  Whether it is my daughter telling me I am the best daddy in the world or my boss patting me on the back for closing a big deal.  I love that feeling and want more of it!  It drives me to be a better employee and a better person.

    1. I love that feeling too Don . . . doesn’t cost anything either!

       Thanks for stopping by!

14. Knowing I’ve made a positive difference in the lives or businesses of others. That alone is primary. Sure, I want financial compensation, work/life balance, recognition, etc. but I am not happy with myself unless I feel as if I’ve genuinely created value for someone…be that in sales or in life.

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