Early in my sales management career I knew I had a lot to learn. But, one thing I knew was certain; all sales people are motivated by career advancement and cash.
It wasn’t until I surveyed my staff that I realized how wrong I really was. I had a staff of eight aggressive, driven and motivated sales people. I learned they were motivated by internal recognition, praise, and peer approval more than my standard answer of “show me the money.” Don’t get me wrong, most of these people wanted to gain a quick promotion and eventually did, but they also wanted to gain the respect of the organization and wanted to make a difference when viewed by their peers. I also realized that I was going to need to change the way I approached my business. I needed to meet these people at their comfort level and I also needed to ask lots of questions.