Sales managers have to be part-time psychologists in their leadership position.\u00a0 The best salespeople have an internal motivation that drives them to succeed.\u00a0 Yet, a strong sales manager still has to know each salesperson’s drivers and how to access them when needed.<\/p>\n
Selling Power offers a short article titled Internalizing Motivation<\/a> that discusses this topic:\u00a0<\/p>\n Sales trainer Don Hutson recounts the story about a sales manager who approached him at one of his seminars and said, \u201cI don\u2019t believe in motivation because it doesn\u2019t last.\u201d Hutson replied, \u201cA bath doesn\u2019t either, but it\u2019s a good idea to take one once in a while.\u201d<\/p>\n Hutson says sales managers can\u2019t directly motivate salespeople to sell any more than salespeople can directly motivate customers to buy. It\u2019s an indirect process. Motivation has to come from within if it\u2019s going to work and last. Sales managers can create an atmosphere and environment around their salespeople that encourages self-motivation.<\/p><\/blockquote>\n That bath line from the above quote is priceless.\u00a0 Motivation is important in that there will always be days where a salesperson could use some external motivation.\u00a0 I won’t define what that motivation needs to be, but you get my point.<\/p>\n The first key to properly motivating a salesperson is knowing what that salesperson’s motivation<\/a> is and, simultaneously, knowing what rewards<\/a> they value.\u00a0 These are measurable traits that can be provided to a sales manager as part of our sales development plan<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":" Sales managers have to be part-time psychologists in their leadership position.\u00a0 The best salespeople have an internal motivation that drives them to succeed.\u00a0 Yet, a strong sales manager still has to know each salesperson’s drivers and how to access them when needed. Selling Power offers a short article titled Internalizing Motivation that discusses this topic:\u00a0 Sales trainer Don Hutson recounts the story about a sales manager who approached him at one of his seminars and said, \u201cI don\u2019t believe in motivation because it doesn\u2019t last.\u201d Hutson replied, \u201cA bath doesn\u2019t either, but it\u2019s a good idea to take one once in a while.\u201d Hutson says sales managers can\u2019t directly motivate… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[31,4],"tags":[155,154,152,153],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-lI","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1346"}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1346"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1346\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1346"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1346"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1346"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}