Sales Traits Series-Understanding Motivational Needs
Another sales management trait this week. Have you ever worked for a tyrant? Someone who had to have it his or her way only? Did you have to adjust completely to them?
Understanding Motivational Needs
The ability to understand the needs and desires of employees enough that this knowledge may be used to motivate them to succeed. The ability to encourage a self-starting, active pursuit of goals and objectives.
A strength in this area is indicative of a manager who understands that everyone is unique and motivated by different things. They value individual desires and take the time to get to know an individual’s specific motivators.
A manager with a weakness in this trait will tend to discount the importance an individual€™s desires and needs play in managing or motivating that person.
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Posted By Derrick Moe | Aptitudes, Assessing, Sales Management | |
Suggestion: how about suggestions for determining what someone is motivated by rather than just “take the time to get to know…” I’ve found people may not even know what motivates them. They may say it’s money, but it’s not it’s just recognition. Or possibly additional responsibility is what makes them motivated because it makes them feel important / valuable. Or it’s belief that they are doing the right thing for the customer.
And while in time you may figure these things out, some tools to identify what it is that motivates someone might keep managers from loosing a salesperson because they have yet to figure it out. Or help maximise performance and satisfaction faster.
Thanks,
David