You Can't Motivate Your Sales Team. Here's What Works

You cannot motivate an unmotivated sales rep, because motivation is self-generated. What a leader can do is work out what "unmotivated" is actually hiding. A rep who is not making enough calls might lack the skill, might have the skill but not the confidence, or might not have the process support to do the job properly. Those are three different problems that look identical from the outside, and most leaders act on the label instead of the cause.Steve Myers is a sales leadership coach at MySalesCoach with 19 years of coaching behind him. Tim Ogle is a MySalesCoach coach with 30 years in sales, split between selling and turning businesses around.In this episode, host Tom Boston sits with them to discuss why trying to motivate people usually fails, how to tell a motivation problem from a skill problem, and what to do long before a PIP enters the conversation.📥 Download the Modern Revenue Leader's Sales Coaching Manual  https://bit.ly/3QTbqsJ You'll learn:Why performance is what happens and motivation is why it happens, and why that distinction changes how you manageHow to tell whether a rep's drop in activity is a motivation issue, a skill issue or a process issueWhy the carrot and the stick have both stopped working, and what replaced themThe difference between quota and target, and why every rep needs their own number for their own reasonsHow to run a structured goal setting conversation that gets past "I want a big house and a nice car"How to break a ten year personal goal down into what a rep needs to do in the next eight hoursWhy you change behaviour first and let belief catch up, rather than waiting to feel readySteve MyersSteve spent 20 years in global IT sales before moving into coaching, and started his career selling Encyclopaedia Britannica door to door. He works with sales leaders on structured goal setting, accountability, and the process for getting reps to act outside their current belief system.Connect with Steve Myers on LinkedIn 🔗Tim OgleTim has split his career roughly evenly between selling directly and leading, transforming and changing businesses. He works with leaders on setting expectations, holding people accountable without tipping into micromanagement, and using assessment data to have the conversations most leaders avoid.Connect with Tim Ogle on LinkedIn 🔗Surviving Sales Leadership sessions help sales leaders tackle their biggest sales challenges in short, focused bursts. We aim to get most episodes done in 30 minutes or less. New episodes every two weeks. Brought to you by MySalesCoach.Follow MySalesCoach on LinkedIn