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?