“It might sound a little rudimentary to write down goals, but what if that’s the one missing piece helping you achieve your biggest sales year ever?” – Bri Galarza in today’s Tip 892
How can a sales director or sales manager help keep their team inspired?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Bri Galarza. Bri began her career when she was 18 for a direct sales company in Los Angeles as a 1099 employee. She ran a business for 6 years where she recruited, trained, and got the opportunity to coach over 1,000 revenue producers. Here she is:
Bri Galarza: Motivation comes and goes. Inspiration should be constant. As salespeople, It is imperative that we keep our eye on our goals, whether it’s personal goals, professional goals, team or even company goals. The most detrimental thing that a salesperson can do is show up to work uninspired and unmotivated. So how can a sales director or sales manager help keep their team inspired? Well, step one is understanding that people are driven by different types of motivation. A quote that I recently read a state’s long-term goals keep you motivated and short-term goals keep you focused.
I’ve personally coached over a thousand revenue producers and I could not agree more with this quote. As a sales manager, it is vital to meet with your sales team consistently, either on a week to week basis or at least by monthly, just to figure out exactly what is motivating each individual on your team. Maybe for long-term goals, it might be quarterly bonuses. Maybe it’s hitting a sales mark, breaking a record, or winning a company trip. Maybe it’s being part of the President’s Club for your company.
Long-term goals are beneficial, but a manager must also figure out what short-term goals we need to hold people accountable to that breaks down that big yearly or quarterly goal and two smaller benchmarks. So short-term goals keep people focused. I’ve seen many managers do, for example, monthly dinner payouts or a salesperson hits a number in sales. They might buy them dinner at the next team dinner, maybe even doing smaller payouts like gift cards or something. Some are driven by weekly team meeting recognition where they strive to hit numbers so that during the weekly sales team meeting, the sales manager can give them a shout-out so they can look good among their peers.
As individuals, we are driven by two different types of motivations.
A psychologist calls them intrinsic motivations and extrinsic motivations. Intrinsic motivations can be defined as doing an activity for inherent satisfaction, meaning you’re not doing this for some sort of external reward like money. They have a tendency to want to do an activity because of how fun it can be, how challenging it can be, rather than getting some sort of product as a reward. Maybe it’s the satisfaction of wanting to become a better version of yourself. That can be an intrinsic motivation. For example, at my last job, I coached an individual who sold about ten grand worth of product within his first ten days on the job, and the salesperson, in particular, didn’t have a whole lot of sales experience leading into this role. So I trained him and taught him on how to prospect, how to schedule intro meetings. And he was really determined to break this record because it hadn’t been done yet for this year. And so every morning I remember he would walk into the office, getting ready to crash the day. Prep for his intro calls. And you’d be the last person to leave, making sure that he was prepared for the next day. But because of this intrinsic motivation, he was driven by the desire to become better and to accomplish this goal, to prove to himself and his family that he was going to do great in this new position. So that was the driver’s to become better and to prove himself. So by day ten, when he accomplished this goal, it boosted his confidence. And that meant more to him versus just the actual record-breaking part of the goal.
So extrinsic motivations have more so to do with getting some sort of external reward. And the reward can be something tangible, like money or grades or praise or fame. But of course, the individual is getting something in return for doing something. So if you’re struggling with motivation, maybe sit down and figure out what’s driving you inwardly and externally. So maybe going old-fashioned pen to paper and spending 20 to 30 minutes, maybe once or twice a month and just writing down what inspires you. I read somewhere that about 42% of people are more likely to achieve their goals if they’re written down on a regular basis. So not just one time on January 1st and then never looking at it again, but we’re talking on a regular basis journaling about what is driving you, and it might sound a little rudimentary to write down goals, but what if that’s the one missing piece helping you achieve your biggest sales year ever?
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!