How To Motivate Your Sales Team

Why self-image is the real key to behaviour modification.

One of the major challenges of Sales Management is motivation. Sales Managers often say to me...

"How do I motivate my sales team?"

My answer is always the same. When you find a way to motivate each individual member of your team, then you'll have a motivated team.

Certainly we can tap into team dynamics and team energy for motivation, however in my opinion the best motivation for an individual is self motivation. These are those good feelings of self worth and excitement about the future, that come from within an individual.

The challenge of management of course, is ...

How do we ignite those good feelings and turn an individual into a "self starter", a self motivated individual?

Good feelings and bad feelings about one's self, come from how an individual "sees themself". In other words, their self image, and a person's self image will always influence their behaviour and hence the outcomes and results they achieve in life. This is because...

Our "outer world" will always be a reflection of our iInner world"

If an individual "sees" themself as a high performer, a "Top Gun" then they will always tend to behave in a manner congruent with this self image. In other words, because they see themselves as a high performer, even when times are tough and results are off, they will continue to take actions which are consistent with the behaviour of the high performer which they "know" themselves to be. In the end the good results will reappear.

The reverse however is also true. If a person sees themself as average, a mediocre performer they will tend to create these outcomes in their "outside" world through poor choices and poor actions.

So how can we as managers change how a sales person sees themself?

Make no mistake about it, if you can achieve this, then you can help a person to change their behaviour patterns and hence their results. So where can we start?

A person's self image is created by past programming and very often by the expectations of people who have been influential in their lives while growing up. It is also directly linked to their self-esteem. Self esteem of course is how a person feels about themself and this can be influenced by our expectations of them as their manager. Here are a few thoughts on how we can build a person's self esteem and help them to change their own self image.

1. Believe in them
   
   This may seem a simple thing but it can count for so much. Some people have never ever had anyone in their life who has really believed in them and their ability to succeed at a higher level. If you genuinely see potential in an individual and you believe they have the ability to perform and achieve at a higher level, tell them so. Do so however in a sincere manner, firstly on a one-on-one basis and then through public acknowledgment.
   
   
2. Look for their good qualities and attributes
   
   Again share your thoughts on these qualities with this person and make sure that they know you really mean what you say.
   
   
3. Have high expectations of this person.
   
   If you are someone they respect, having high expectation of a person can raise them up to a higher level of performance. Tell them that you know they can achieve what ever it is they have decided to go for, and expect them to achieve these things.
   
   
4. Help the person to set new and higher goals
   
   While most people know they should have goals, most do not understand how to set them. Goals should of course be specific, achievable and have a realistic time frame associated with them.
   
   
5. Help them to see that their goals can be achieved a little at a time
   
   Help them to see that any realistic goal is achievable if one does something positive EVERY day towards its achievement. Show them how to break a big goal down into smaller goals that can be achieved one at a time.
   
   
6. Provide training
   
   If someone becomes excited and motivated, but does not have good skills, they will simply go out and do more damage in the marketplace in sales. Provide training as a part of this person's personal growth plan. Encourage them to invest their own time and money too, in reading books, listening to tapes and attending seminars and workshops. The pay-back can be enormous for both the company and the individual.
   
   
7. Inspect what you expect
   
   One of the major mistakes made by managers is lack of follow through with their people. If you help someone set a goal, make a note in your diary to meet with them regularly to review their progress and show your interest and your belief in them.

Wayne Berry, CEO, TOP GUN® Business Academy; Sandringham, Victoria; Ph: (03) 9521 0500; Email: wayneberry@topgunba.com.au. Wayne Berry is Australia's own TOP GUN Sales Coach. He is a professional speaker and trainer and in constant demand for sales conferences. He has authored three best selling books and more than 40 audio and video programmes on selling, negotiating, sales management and motivation, now sold in 13 countries.
First published: 20 April 2001.
Last updated: 15 November 2004.