sales motivation
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What it Takes to be an Elite (Top 7%) Salesperson
- October 11, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week I received a call from a young, motivated salesperson – we’ll call him Jim – who desperately wanted to be one of the elite 7% of all salespeople. Despite being just 26 years old, he believed that he was already in the top 7%. During our call, he asked me a great question. He asked, “How many of the top 7% have you actually met and where are they today?” I didn’t have to think very long or hard to answer that question because it was one of the easiest questions I have ever been asked.
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How Boomers and Millennials Differ in Sales
- May 18, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I hate this article already – the last thing we need is another article to help us to understand Millennials. Except for one thing. Most of you reading this are Millennials and you probably need to better understand boomers.
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How Coyotes are at the Heart of Sales Motivation
- April 21, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My family lives west of Boston where it is not uncommon for us to see lots of squirrels, chipmunks, rabbits, deer, the family of foxes that live on our property, and on most nights, we hear coyotes. We usually hear them in the early morning hours, and always thought they were celebrating a kill. Recently, I did some research and learned that this is how coyotes greet each other when they are assembling before going out to hunt – before the kill! For those of you who don’t live in or alongside a forest, a group of wild coyotes usually looks and sounds just like in this 1-minute video that I found on YouTube. That got me thinking about the connection to sales motivation and more.
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Closing Sales, Process, Hauntings, Training & More
- March 23, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I will explore the least-read articles I have ever written. That’s right. The least read. It’s very fashionable – and a best practice – to continue promoting the most-read, most-liked, most-favorited, most-shared, most-tweeted and most-commented articles; but I don’t think anyone has gathered up their worst work and said, “Look at this!” It’s actually not my worst writing.
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7 New Ways to Motivate Salespeople Through 20 Old Hurdles
- September 8, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
But what about those who are intrinsically-motivated – those who are motivated by satisfaction, fulfillment, praise and recognition. They want to change the world. They love what they do and want to achieve mastery. That motivates them. OMG is able to differentiate between intrinsically-motivated and extrinsically-motivated salespeople, but how do you manage those who are intrinsically-motivated? How do you get them to perform when they are interested in things that go beyond a commission check?
Perhaps this will help:
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How to Run a Killer Sales Incentive Contest
- February 6, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Incentive programs are still very powerful as long as you make sure they don’t last for more than 90 days. There are other factors that can make the difference between an effective and ineffective program. Consider the three most important concepts: Everyone must believe that they can win the contest, there should be more than 1 winner, and the rewards must be motivating enough for them to go into overdrive to win one.
Let’s begin with how you get them to believe they can win.
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World Series, Super Bowl and the Sales Force – The Rallying Cry
- February 5, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
With selling being such an individual sport, can any of this character and culture stuff be applied to a sales force? Let’s discuss it and figure it out.
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Motivating Your Sales Team – Secrets to Success
- September 9, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My first post-vacation post is a collection of announcements that have been sitting in my note-taking app, inbox, and calendar.
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Zig Ziglar’s Legacy to the Sales World
- November 28, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Zig died today at the age of 86. Seth Godin memorialized him here. I wrote about our chance meeting here 6 years ago.
I want to talk about Zig’s life and his sales and selling impact.
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How Do Sales Professionals Stay Motivated?
- July 12, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The most important thing to understand is that when someone must ask how to motivate their salespeople, they may not have the right salespeople!