{"id":2015,"date":"2009-05-06T10:30:00","date_gmt":"2009-05-06T15:30:00","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2009\/05\/do-values-change-in-a-recession\/"},"modified":"2009-05-06T10:19:18","modified_gmt":"2009-05-06T15:19:18","slug":"do-values-change-in-a-recession","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2009\/05\/do-values-change-in-a-recession\/","title":{"rendered":"Do Values Change In A Recession?"},"content":{"rendered":"<p>That is a tough question since I think values are primarily hardwired into each of us.\u00a0 We assess this trait in sales candidates \u2013 call them <a href=\"http:\/\/www.selectmetrix.com\/Assessing_Motivations.html\" target=\"_blank\">motivations<\/a>.\u00a0 Each person tends to have two of these motivators that drives their behaviors (some people have 3 primary motivators).<\/p>\n<p>We have assessed salespeople who were in slumps, who were unemployed and who were candidates.\u00a0 These are stressful situations that should impact their values.\u00a0 When we had the opportunity to assess the same people at a later date (years later), we did not see an appreciable change in their values\/motivations.\u00a0 Granted, this was no scientific study, but rather a consistent observation.<\/p>\n<p>BusinessWeek.com provides this article \u2013 <a href=\"http:\/\/www.businessweek.com\/managing\/content\/apr2009\/ca20090424_868872.htm?chan=careers_special+report+--+managing+talent+in+a+recession+2009_special+report+--+managing+talent+in+a+recession+2009\" target=\"_blank\">Value-Based Motivation<\/a> \u2013 that discusses how values change in a recession.<\/p>\n<blockquote><p>One thing that makes motivation particularly difficult to manage is that individuals differ significantly in what they value and events can change what they value. What is very rewarding for some individuals, say, a day of golf with the boss or even an all-expenses-paid vacation trip to Hawaii, may not be seen as a reward by others. The same thing goes for praise by the boss and most forms of recognition.<\/p>\n<p>Recessions can have a significant impact on what people value. Not surprisingly, job security, and financial rewards tend to become more important in periods of recession. It is particularly important that organizations skillfully manage these two drivers of employee motivation during recessions. How they manage them needs to be fine-tuned to the business strategy and how a company is affected by the recession.<\/p><\/blockquote>\n<p>Interesting point in that recessions have a global impression \u2013 the recession is outside of my control so my motivations are influenced towards monetary and security rewards.\u00a0 That seems like a logical assumption\u2026perhaps a macro-level influence like a global recession can sway motivations.<\/p>\n<p>As a manager, it is important to know what motivates your salespeople and what rewards them on an individual basis.\u00a0 This point is valid no matter what the economy is or isn\u2019t doing.\u00a0 These two factors provide the beginning of a roadmap to gaining the most production out of your sales team.<\/p>\n<p>If you haven\u2019t discovered these motivators in your current team, <a href=\"http:\/\/www.selectmetrix.com\/Contact_Us_Main.html\" target=\"_blank\">may I suggest a test assessment?<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>That is a tough question since I think values are primarily hardwired into each of us.\u00a0 We assess this trait in sales candidates \u2013 call them motivations.\u00a0 Each person tends to have two of these motivators that drives their behaviors (some people have 3 primary motivators). We have assessed salespeople who were in slumps, who were unemployed and who were candidates.\u00a0 These are stressful situations that should impact their values.\u00a0 When we had the opportunity to assess the same people at a later date (years later), we did not see an appreciable change in their values\/motivations.\u00a0 Granted, this was no scientific study, but rather a consistent observation. BusinessWeek.com provides this&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2009\/05\/do-values-change-in-a-recession\/\">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_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_hide_featured_image":false,"_jetpack_featured_image_duplicate_dismissed":0,"_jetpack_feature_clip_id":0,"_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","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[6,4,11],"tags":[838,1315,294,836,153],"class_list":["post-2015","post","type-post","status-publish","format-standard","hentry","category-assessing","category-sales-management","category-team-management","tag-motivating-sales","tag-motivations","tag-sales-assessment","tag-sales-leadership","tag-sales-motivation"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-wv","jetpack-related-posts":[{"id":727,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/they-are-not-motivated\/","url_meta":{"origin":2015,"position":0},"title":"&#8220;They Are Not Motivated&#8221;","author":"Derrick Moe","date":"March 7, 2007","format":false,"excerpt":"I had lunch yesterday with a friend of mine who is a sales manager for a technology company. As is often the case, we started talking about some of the issues he is seeing with his team. We also discussed another one of our friends who is a sales VP\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/03\/windowslivewritertheyarenotmotivated-58f7bw-success-thumb6.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":2265,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/02\/the-social-motivation\/","url_meta":{"origin":2015,"position":1},"title":"The Social Motivation","author":"Derrick Moe","date":"February 5, 2010","format":false,"excerpt":"I have recently come across the Social motivation when assessing some sales candidates for a couple different customers and now I just heard a sales rep on the radio revealing his motivation.\u00a0 Here is what the salesperson said on the radio: I just met with a company yesterday who was\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1806,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/11\/job-change-motivators\/","url_meta":{"origin":2015,"position":2},"title":"Job Change Motivators","author":"Derrick Moe","date":"November 24, 2008","format":false,"excerpt":"I like to say that people are the ultimate variable - there are almost limitless possibilities, variations, surprises, etc.\u00a0 One aspect of hiring that often gets overlooked is motivation.\u00a0 In sales, money is the common, assumed motivator.\u00a0 In many cases this is accurate, but money motivation can manifest itself in\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1323,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/12\/leverage-your-sales-teams-abilities\/","url_meta":{"origin":2015,"position":3},"title":"Leverage Your Sales Team&#8217;s Abilities","author":"Derrick Moe","date":"December 6, 2007","format":false,"excerpt":"BusinessWeek.com offers up a great article from one of the authors of First, Break All The Rules.\u00a0 The author discusses how managers discover what makes their employees tick and then they use that information to place the employee in the best situations for success.\u00a0 This approach is one we wholly\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2655,"url":"http:\/\/selectmetrix.com\/blogs\/2016\/01\/3-tips-to-hire-salespeople\/","url_meta":{"origin":2015,"position":4},"title":"3 Tips To Hire Salespeople","author":"Derrick Moe","date":"January 18, 2016","format":false,"excerpt":"From the Harvard Business Review Tip of the Day email: Most companies spend more on hiring in sales than they do in any other part of the organization. With an average annual turnover rate of 25 to 30%, and direct replacement costs ranging from $75,000 to $300,000, there\u2019s a big\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/01\/Selection-Tips.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/01\/Selection-Tips.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/01\/Selection-Tips.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":1648,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/07\/7-sales-de-motivators\/","url_meta":{"origin":2015,"position":5},"title":"7 Sales De-Motivators","author":"Derrick Moe","date":"July 7, 2008","format":false,"excerpt":"This list comes from Brian Tracy via the SellingPower.com Incentives newsletter.\u00a0 If you have ever managed salespeople, you know how important proper motivation is.\u00a0 Some days salespeople just don't have it so you have to step in as their manager and give them that push they need. The problems start\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2015","targetHints":{"allow":["GET"]}}],"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=2015"}],"version-history":[{"count":2,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2015\/revisions"}],"predecessor-version":[{"id":2016,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2015\/revisions\/2016"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=2015"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=2015"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=2015"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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