Motivate sales reps by using the right mentor. Well meaning sales managers often select the organization's superstar salespersonas an example to motivate other sales reps. Why not? Superstar's often have:
- a strong work ethic
- an outgoing personality
- superior sales skills
- quota busting quarters
- enviable incomes
Who wouldn't be motivated, right?
Well, not every salesperson. No one size fits all. It sometimes depends on the rep's personality, drivers, and goals. The staff superstar might not be the one they most closely relate to. You want them to feel inspired.
Discussing one rep's performance to motivate another works. It's a good tool to use. Sales managers just need to pick the right salesperson to encourage another rep.
Avoid automatically using the staff superstar to motivate another rep. Instead, ask the salesperson you're working with:
- Who on the sales staff do you think highly of?
- What do you most respect about them?
- Did you work with them during orientation?
- How much time have you spent with them?
- What would you like to learn from them?
If the rep you're coaching names a salesperson that you agree would positively influence and motivate them- give these two every opportunity to interact.
In some instances, the superstar does represent the right role model. If a rep speaks of wanting to:
- increase their income substantially
- call on the largest accounts
- qualify for president's club
- meet the criteria for the company trip to the Bahamas
they might be ready for more exposure to a super star performer. Make it happen!
Sales reps learn from each other. Encourage it. Reps you manage today might reach another level altogether by emulating a rep they have a great deal of admiration for. Their chances of success will grow exponentially.