Motivation on the Run

5 reasons Money isn’t the best motivation

1. It will just get spent on bills.
2. Your spouse will take it and buy shoes (or a boat).
3. The amount is not enough to make the effort worth it.
4. You’d rather have a raise.
5. Green isn’t your favorite color.

Some of those reasons are silly, but my experience in the sales arena have shown a real lack of discernment on the part of companies on what motivates their sales people. Repeated surveys show money on the list, but well below family time, proper wages (so as to not need monetary incentives), and good benefits (health, life, disability). There seems to be a real disconnect on this one.

This new generation of workers breaks the mold further. They place more value on friendship (relationships) and family than ever before, so the old methods of motivation have to change.

Why do companies still use money for motivation?

1. They don’t get to know their people.
2. They don’t ask their sales force.
3. They don’t listen .
4. They don’t manage by walk about .
5. They were promoted via the bean counter side of the business, rather than the sales side. (my experience show this probably the biggest of all)
6. They’re lazy .

I believe number 6 is the clincher. Management gets lazy and throwing money at it is easier than doing work to get it right.

Questions to Ask

1. What’s your experience reflect?
2. Is management paying attention?
3. Do they get it right?
4. Do they ask?
5. Do they listen?

[tags]sales, motivation, money, management[/tags]