Coaching Salespeople Who Aren't Motivated By Money
May 5, 2023
Are you struggling to motivate your sales team? Do traditional methods like commission and bonuses fall short? It's time to start thinking beyond money motivation. In this blog post, we'll explore the importance of coaching beyond money motivation, the challenge in identifying different motivators, strategies for coaching salespeople motivated by other things, a coaching secret, and questions to ask in a coaching conversation to uncover motivation.
The Importance of Coaching Beyond Money Motivation
While money is a powerful motivator for some, it's not the only thing that drives salespeople. In fact, studies show that money is not always the most important factor when it comes to employee motivation. By coaching your team to focus on other motivators like personal growth, recognition, and work-life balance, you can unlock a whole new level of motivation and success.
For example, offering opportunities for professional development and learning can motivate salespeople who are looking to grow and advance in their careers. Providing recognition and praise for a job well done can also be a powerful motivator for those who value acknowledgment and affirmation. Finally, offering flexible work arrangements can help those who prioritize work-life balance feel more engaged and committed to their jobs.
The Challenge in Identifying Different Motivators
One of the biggest challenges in coaching salespeople who aren't money-motivated is figuring out what does motivate them. Unlike money, which is easy to measure and quantify, other motivators can be more abstract and difficult to pin down. However, by using techniques like active listening, empathy, and observation, you can uncover what makes each member of your team tick.
For example, try asking open-ended questions like "What do you love most about your job?" or "What are some goals you have outside of work?" Pay attention to their body language, tone of voice, and overall demeanor. Are they energized and engaged when talking about certain topics? Do they seem disinterested or apathetic about others? By paying attention to these cues, you can start to build a picture of what motivates each team member.
Strategies for Coaching Salespeople Motivated By Other Things
Once you've identified what motivates your salespeople, it's time to put that knowledge to work. Here are some strategies to try:
Personalized Development Plans
Create a personalized development plan for each team member based on their individual goals and aspirations. This plan should include specific actions, milestones, and metrics that the salesperson can work towards to achieve their goals.
Set meaningful goals that align with each team member's individual motivators. For example, if one team member is motivated by recognition, set a goal for them to win a sales award or be recognized publicly for their achievements.
Recognize achievements publicly, whether it's through an internal newsletter, a team meeting, or a shout-out on social media. By making recognition visible and public, you can reinforce the behavior you want to encourage.
Flexible Work Arrangements
Offer flexible work arrangements, such as telecommuting or flexible hours, to accommodate those who prioritize work-life balance. This can help create a more engaged and committed salesforce.
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Hilmon's Coaching Secret
My coaching secret for salespeople who aren't motivated by money is to focus on helping them find a sense of purpose. By connecting their work to a higher goal or mission, you can tap into a powerful source of motivation that goes beyond dollars and cents.
For example, ask questions like "What impact do you want to make in the world?" or "What legacy do you want to leave behind?" to get your team thinking about their work in a new way. By helping them see the bigger picture, you can help them find meaning and purpose in their work.
Questions to Ask in a Coaching Conversation to
Asking the right questions is key to uncovering what motivates your salespeople. Here are some questions to ask in a coaching conversation:
- What do you love most about your job?
- What kind of recognition or feedback do you find most motivating?
- What are some goals you have outside of work?
- What kind of work environment helps you perform at your best?
- What do you want to achieve in your career long-term?
By asking these questions, you can gain insight into what motivates each team member and tailor your coaching approach accordingly.
Money isn't everything when it comes to motivating salespeople. By focusing on other factors like personal growth, recognition, and work-life balance, you can unlock a whole new level of motivation and success. However, identifying different motivators can be a challenge. By using techniques like active listening, empathy, and observation, you can uncover what makes each member of your team tick. Once you've identified what motivates your salespeople, it's time to put that knowledge to work. Create personalized development plans, set meaningful goals, recognize achievements publicly, and offer flexible work arrangements to create a motivated and engaged salesforce.
And, remember, if your salespeople aren't motivated by money, try focusing on helping them find a sense of purpose. By connecting their work to a higher goal or mission, you can tap into a powerful source of motivation that goes beyond dollars and cents. Finally, asking the right questions is key to uncovering what motivates your salespeople. Use the questions we've provided or create your own to gain insight into what drives each team member. By taking a coaching approach that focuses on the individual, you can create a motivated and successful sales team.
What are some common motivators for salespeople besides money?
Common motivators besides money include personal growth, recognition, work-life balance, a sense of purpose, autonomy, and meaningful work.
How can I find out what motivates my sales team?
You can find out what motivates your sales team by using techniques like active listening, empathy, and observation. Try asking open-ended questions, paying attention to their body language and tone of voice, and looking for patterns in their behavior.
How can I create a development plan that is personalized to each salesperson?
To create a personalized development plan for each salesperson, start by asking them about their goals and aspirations. Then, work with them to identify specific actions, milestones, and metrics that they can work towards to achieve their goals.
How can I recognize achievements publicly?
You can recognize achievements publicly through a variety of channels, including internal newsletters, team meetings, social media shout-outs, and company-wide announcements. The key is to make recognition visible and public so that it reinforces the behavior you want to encourage.
How can I help my sales team find a sense of purpose?
To help your sales team find a sense of purpose, try asking questions like "What impact do you want to make in the world?" or "What legacy do you want to leave behind?" You can also help them connect their work to a higher goal or mission by discussing the company's mission and values and showing them how their work contributes to that mission.
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