Learn how to motivate any salesperson.

Sales managers realize that money is not the ultimate motivator. For some salespeople it’s recognition that counts. For others it’s knowing that they doing a great job to the best of their abilities. The question is how can you be certain that you have read the salesperson correctly. Get it wrong and they will do an OK job for you. Get it right and they will break sales records!

When you ask someone what motivates them they give you the answer. The question is it the right answer? Did they tell you what they thought would make them look humble? Did they tell you what they thought made them look driven and aggressive? How can you uncover what really motivates them to take action?

Well here’s how.

Well here’s how. Read on

When you asked someone about a previous accomplishment it forces them to go back to that event in their mind. If you pay attention you can see a shift in their body language. Then ask them why they did what they did. They are more likely to tell you what really happened because they are “reliving” the actual event. If they are telling you the truth their body language and they words will match.

Since you’re looking for what motivated them. You’re looking for passion and excitement in their words and body language. Once you’ve uncovered what drives them you can test out your hypothesis.

Engineer an upcoming campaign to give them the exact thing that drives them as a reward. As you’re relaying this information watch their body language. If they start getting really excited you know you’ve hit the nail on the head. If there laid-back about it you need to go back to the drawing board.

Re-calibrating the driver. In another sitting, ask them about a past accomplishment that they are proud of. As they start telling you about it asked him or her what motivates them. If they light up again test your hypothesis with the upcoming campaign.