{"id":71,"date":"2006-06-01T07:54:49","date_gmt":"2006-06-01T12:54:49","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=71"},"modified":"2006-06-01T07:54:49","modified_gmt":"2006-06-01T12:54:49","slug":"incentives-vs-motivation","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/06\/incentives-vs-motivation\/","title":{"rendered":"Incentives vs. Motivation"},"content":{"rendered":"<p>Rewarding salespeople is a tricky endeavor.  Yes, most salespeople are motivated by money, but what rewards do they seek?  This seems like a fine point, but motivations are different than rewards.  <a href=\"http:\/\/www.sellingpower.com\/html_newsletter\/incentives\/article.asp?id=2455&#038;nDate=May+31%2C+2006\" target=\"_blank\">This Selling Power article<\/a> provides some examples of misaligned rewards, or incentives, that companies have thrust upon their sales force.  An example:<\/p>\n<blockquote><p>One high achieving rep at an insurance company, who had won every award the company had to offer, including salesperson of the year, eventually stopped bothering to attend the annual award ceremony. Noting the rep&#8217;s absence, one manager decided to find out what was truly important to this particular salesperson. The manager discovered that the rep centered his life around his wife and three daughters, so the next year gave him a framed portrait of his family. The salesman was elated, and the company earned a great deal of goodwill with a key performer.<\/p><\/blockquote>\n<blockquote><p>As this last example shows, a little legwork and diligence can do wonders for a company&#8217;s motivational efforts.<\/p><\/blockquote>\n<p>A quick point &#8211; <a href=\"http:\/\/www.selectmetrix.com\/Process_Motivations.html\" target=\"_blank\">motivations<\/a>, <a href=\"http:\/\/www.selectmetrix.com\/Process_Rewards.html\" target=\"_blank\">rewards<\/a> and <a href=\"http:\/\/www.selectmetrix.com\/Process_Selling_Style.html\" target=\"_blank\">selling style<\/a> all work together to define the salesperson.  I suspect the high achieving rep in the example above has a Traditional motivation, Personal Relationship reward and High S selling style.  That combination typically will be rewarded and motivated by their family.  The manager could have known this important combination had they assessed the salesperson.<\/p>\n<p>The lesson here is that many companies attempt to use only a monetary-based reward to motivate their entire sales team.  First, rewards, or incentives, need to be separated from motivations.  They are different aspects of a person&#8217;s overall make-up.  Second, an all-inclusive reward package will not reward every salesperson on the team.  Some value recognition, others value team success and still others value personal time with the team. <\/p>\n<p>Understanding an salesperson&#8217;s rewards, motivations and selling style allows the sales manager to craft a plan that connects with that particular salesperson on a deeper level than a broad-based, stereotypical incentive plan.  This fine-tuned reward structure will reinforce the salesperson&#8217;s motivations and lead to an engaged employee.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Rewarding salespeople is a tricky endeavor. Yes, most salespeople are motivated by money, but what rewards do they seek? This seems like a fine point, but motivations are different than rewards. This Selling Power article provides some examples of misaligned rewards, or incentives, that companies have thrust upon their sales force. An example: One high achieving rep at an insurance company, who had won every award the company had to offer, including salesperson of the year, eventually stopped bothering to attend the annual award ceremony. Noting the rep&#8217;s absence, one manager decided to find out what was truly important to this particular salesperson. The manager discovered that the rep centered&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2006\/06\/incentives-vs-motivation\/\">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_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":[4],"tags":[],"class_list":["post-71","post","type-post","status-publish","format-standard","hentry","category-sales-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-19","jetpack-related-posts":[{"id":160,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/07\/right-rewards-for-a-money-motivation\/","url_meta":{"origin":71,"position":0},"title":"Right Rewards for a Money Motivation","author":"Derrick Moe","date":"July 8, 2006","format":false,"excerpt":"Money motivation amongst salespeople is one of the most misconstrued points in successful sales management and hiring. At the risk of splitting hairs, motivation needs to be separated from reward. This distinction is the key to differentiating between what motivates strong salespeople - money - and what rewards them. This\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":727,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/they-are-not-motivated\/","url_meta":{"origin":71,"position":1},"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":111,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/06\/job-postings-rewards-databases\/","url_meta":{"origin":71,"position":2},"title":"Job Postings, Rewards &#038; Databases","author":"Lee Fratzke","date":"June 19, 2006","format":false,"excerpt":"Careerbuilder.com in their Small Business Advisor Section has a great article that takes you step-by-step in posting an effective online ad. As is to be expected, the article is specifically written to CareerBuilder's site specifications. The information is still valuable and can be used to effectively write an ad for\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":1840,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/01\/salespeople-with-emotional-needs\/","url_meta":{"origin":71,"position":3},"title":"Salespeople With Emotional Needs","author":"Derrick Moe","date":"January 14, 2009","format":false,"excerpt":"One of the reasons we are so adamant about assessing sales candidates is to know what motivates and rewards the person.\u00a0 Once identified, these factors can be explored during a face-to-face interview.\u00a0 There is one reward that requires an in-depth discussion with any sales candidate who possesses it - Status\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":1346,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/12\/motivating-salespeople\/","url_meta":{"origin":71,"position":4},"title":"Motivating Salespeople","author":"Derrick Moe","date":"December 19, 2007","format":false,"excerpt":"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\u2026","rel":"","context":"In &quot;Leadership&quot;","block_context":{"text":"Leadership","link":"http:\/\/selectmetrix.com\/blogs\/category\/leadership\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1648,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/07\/7-sales-de-motivators\/","url_meta":{"origin":71,"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\/71","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=71"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/71\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=71"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=71"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=71"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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