The Coach's Corner

Strategic Selling: The Big Surprise About Motivating Your Business Developers

October 26th, 2015 // Tom Doescher // 1 Comment

Tom Doescher - Doescher Advisors

I will definitely be providing some suggestions for motivating rather than demotivating your business developers in my blog series related to best practices for obtaining new customers/clients. For now, in my final post based on The New Strategic Selling, by Miller, Heiman, Tuleja and Marriott, I will provide another direct quote from the authors. In listening to business owners/CEOs for years, I believe this quote will come as a big surprise:

“In every survey we have seen, the researchers reach the same ‘surprising’ conclusion that what really turns good salespeople on is not their six-figure commissions but job satisfaction, recognition and challenges. The popular belief that the top salespeople are in it just for the money always turns out to be a misconception.”

I would suggest this may even be a controversial conclusion. What do you think?

One Response

  1. Brian Kirby says:

    Money is very nice and us sales people will gravitate towards working on opportunities they have the potential for the highest payout. However, a big motivator or nice-to-have can be as simple as a pat on the back or an atta-boy. I’ve worked on a lot of won deals where in the end all the work the salesperson did up front to bring in the opportunity was forgotten or taken for granted. Or even worse, after the opportunity is brought in by the salesperson, he/she is pushed to the side and not involved in the opportunity anymore. Recognition is very important. Sales people by nature are pretty self-confident and they need that self-confidence to perform well. A pat on the back and a job well done can go a long way to keeping that self-confidence at a high level.

The Advisor’s Corner

Tom DoescherYou’ll find stories from the trenches, business lessons, and pertinent questions to help you find inspiration, professional growth, and leadership savvy.

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