Managers always ask, “How can I motivate my reps?” Of course, what they are asking is “How can I get them to do their jobs?” And who can blame them, there is some much out there about how to motivate people, and specifically sales people, it seems easy to believe that there a single simple formula that fits all. Well there isn’t if there were, what would motivate all these people to write about a subject that was already solved, especially when there is so much more money to be made wading in to the unsolvable. That’s not to say that you can’t get some of the desired results many of these souls are searching for, it is just that they at times need to come at it from the other end.
As discussed before, all human being have the X chromosome. In sales people, it determines which skills a sales person will master. As the numbers suggest and support, in just under a half it predisposes them to master EXecution. While in the larger half, it accounts for their skills in making EXcuses.
No doubt managers who are gifted, can elevate those with the positive X chromosome, EXecuters, to greater accomplishments and success. They can often influence and guide some on the fringe of the EXcuse group to rehabilitate and kick the EXcuse habit for a life of successful EXecution.
You have to start by taking away their ability to use Excuses, which means a focus on continuously evolving process and continuous development, each with its own challenges. A continuously evolving process evolves because it has to continuously align with the buyer. This can be like building an airplane while it is in flight. One has to have a way to capture what they are learning in each sale, and apply it real time. There are many examples of sellers and organizations who are doing this, their only secret is that they spend more time understanding the buying process, and contributing to it, and by extension shaping that as well. With that in place it will make it easy to EXecute the sale. It may not always be great, not even pretty, but it will get done. But if it is being done, it can be improved, which is where continuous development comes in.
The best ‘motivation’ you can do for your reps is to invest in their success. They don’t need to go win one for the Gipper, if they can get it for themselves. Development doesn’t just help them improve their skills and EXecution, but demonstrates your commitment to their success, and what can be more motivation than knowing there is someone committed to your success, and not let you wallow in your EXcuses.
By “Motivating” them with the old hokey Rah-Rah, you are only enabling them to make more EXcuses, you train them that all it takes for them not to do what they are being paid for, things others on your team are do without threat to life or limb, is just come up with another better EXcuse. In some ways you are right when you think you are motivating them, unfortunately you’re not motivating them to improve their sales skills, but rather their EXcuse making skills instead. What’s worse, is the message you’re sending to those busting their balls EXcuting and making you look like you’re necessary in the process.