Owners of companies, presidents of companies, VPs of sales, and sales managers … HEAR THIS… You can’t motivate anyone! That’s right. Stop trying to motivate your salespeople — it can’t be done. Salespeople have to want it for themselves. You can’t give it to them — no matter how hard you try. Do you ever get the feeling you want success for your salespeople more than they want it for themselves? That’s because from time to time YOU DO! It happens more often than you think. If your salespeople don’t have the fire in the belly and the passion in their heart to want to succeed, it is game over.
Motivation only works for a short period of time (if it worked any longer, don’t you think the Lions would’ve had at least one winning season in the last eight years?) What you should try to do is find salespeople with a desire to be the best and a commitment to do whatever it takes to be the best. They’re out there — they’re competing with you every day of the week — and they’re the ones winning the business.