{"id":727,"date":"2007-03-07T06:50:26","date_gmt":"2007-03-07T12:50:26","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/they-are-not-motivated\/"},"modified":"2007-03-07T06:51:50","modified_gmt":"2007-03-07T12:51:50","slug":"they-are-not-motivated","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/they-are-not-motivated\/","title":{"rendered":"&#8220;They Are Not Motivated&#8221;"},"content":{"rendered":"<p>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 and the problems he is having with his large sales team.<\/p>\n<p>Two managers, same problem &#8211; the salespeople are not motivated.  That is it in a nutshell.  The salespeople are capable and know their product, but they do not appear to be highly motivated nor successful.  Their sales are average at best, but not remarkable.<\/p>\n<p> Mediocrity is a sales neutralizer.  Think of it like yeast in cooking.  A small amount of yeast will work its way completely through the dough.  Unchecked mediocrity will do the same thing in a sales department.<\/p>\n<p>The first step to fixing this problem is understanding an important aspect of a salesperson &#8211; their <em>motivation-reward structure<\/em>.<\/p>\n<p><a atomicselection=\"true\" href=\"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/03\/windowslivewritertheyarenotmotivated-58f7bw-success8.jpg\"><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" align=\"left\" width=\"110\" src=\"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/03\/windowslivewritertheyarenotmotivated-58f7bw-success-thumb6.jpg?resize=110%2C154\" height=\"154\" style=\"margin: 5px 10px 5px 0px\" \/><\/a>Their motivations are the factors that drive them in their day-to-day activities.  These deep-seated motivators affect their decision making, communication, direction and goals.  <a target=\"_blank\" href=\"http:\/\/www.selectmetrix.com\/Assessing_Motivations.html\">Click here for more information about motivations.<\/a><\/p>\n<p>Rewards are just that, the very thing the salesperson values.  This information is more complex than it seems.  Is your salesperson rewarded by material possessions or status &amp; recognition.  These two common sales rewards look similar in observation but are quite different in application.  <a target=\"_blank\" href=\"http:\/\/www.selectmetrix.com\/Assessing_Rewards.html\">Click here for more information about rewards.<\/a><\/p>\n<p>The final step is to bring these 2 factors together since they feed each other.  Aligning the reward structure to the motivation structure is the first step towards getting the most out of your existing salespeople.<\/p>\n<p>The follow-up question becomes, is their most enough for the position?  That is a post for another day.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>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 and the problems he is having with his large sales team. Two managers, same problem &#8211; the salespeople are not motivated. That is it in a nutshell. The salespeople are capable and know their product, but they do not appear to be highly motivated nor successful. Their sales are average at best, but not remarkable. Mediocrity is a sales neutralizer.&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/03\/they-are-not-motivated\/\">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":[6,4],"tags":[],"class_list":["post-727","post","type-post","status-publish","format-standard","hentry","category-assessing","category-sales-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-bJ","jetpack-related-posts":[{"id":19159,"url":"http:\/\/selectmetrix.com\/blogs\/2018\/10\/creeping-mediocrity-in-your-hiring-process\/","url_meta":{"origin":727,"position":0},"title":"Creeping Mediocrity In Your Hiring Process","author":"Derrick Moe","date":"October 12, 2018","format":false,"excerpt":"Past behaviors are the best indicator of future success. This point is crucial when hiring salespeople for your team.\u00a0 The difficulty lies in deducing if the candidate has the right set of skills to be successful in your specific sale. Here's the ugly truth - \"bad\" salespeople can still have\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/10\/Yawn.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/10\/Yawn.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/10\/Yawn.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":1187,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/09\/2-performance-problems-mismanaged-and-misemployed\/","url_meta":{"origin":727,"position":1},"title":"2 Performance Problems &#8211; Mismanaged and Misemployed","author":"Derrick Moe","date":"September 17, 2007","format":false,"excerpt":"Since we work in the sale hiring and management arena, we get the chance to see a sales position from both sides - the sales management side and the sales person side.\u00a0 It is a unique perspective that we discuss often internally. Like most people, we tend to look at\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":977,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/the-path-to-sales-improvement\/","url_meta":{"origin":727,"position":2},"title":"The Path To Sales Improvement","author":"Derrick Moe","date":"June 4, 2007","format":false,"excerpt":"When you boil it down to the basics, sales departments are measured by profit increases. Simple, yes, but that is the crux of the goal. Operational efficiencies are part of the equation, but the focus here is on increasing profits via increased revenue. So how do companies go about achieving\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":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/06\/windowslivewriterthepathtosalesimprovement-73cdpath-bridge6.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":1435,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/the-cost-of-underperforming-salespeople\/","url_meta":{"origin":727,"position":3},"title":"The Cost Of Underperforming Salespeople","author":"Derrick Moe","date":"February 25, 2008","format":false,"excerpt":"Here's an interesting little article I stumbled across this morning from Seacoastonline.com titled Get the most out of your sales team.\u00a0 The premise is simple and accurate - nonproductive salespeople are the bane of any small (or large) business. A nonproductive sales team is among the top common dangers that\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":314,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/09\/why-salespeople-leave\/","url_meta":{"origin":727,"position":4},"title":"Why Salespeople Leave","author":"Lee Fratzke","date":"September 20, 2006","format":false,"excerpt":"An interesting article ran in last week's Selling Power Newsletter for Hiring & Recruiting titled \"Why Do Salespeople Leave?\" According to Compensation Resources, Inc. (CRI), obtained turnover statistics and trends from a broad range of industries and company sizes. The results indicate that both voluntary turnover and overall turnover have\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"http:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":160,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/07\/right-rewards-for-a-money-motivation\/","url_meta":{"origin":727,"position":5},"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":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/727","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=727"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/727\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=727"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=727"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=727"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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