Today I was presenting to an internet audience - a webinar - so different from a live and in person audience. One of the presidents 'in attendance' asked about salespeople who needed to be motivated. That's a nice spin on the problem; complacency.

There are several possible reasons as to why you would observe complacency from among your salespeople:

1. Lack of Turnover - salespeople think they're part of your family and can't be let go for lack of performance.
2. Compensation - salespeople are being paid too well - so well that they're actually being paid not to sell rather than to sell. They're likely making enough money from their existing accounts.
3. Accountability - Nobody is requiring them to do anything different from what they're doing.
4. Expectations - Nobody has clearly communicated what it is exactly that you want them to do.
5. Overachievers - these are the ones you should have hired. Instead you got account managers and order takers.
6. Motivation - salespeople aren't motivated by their goals or your goals.
7. Product - doesn't get anyone excited.

If you have observed complacency on your sales force you must do something about it so that it doesn't become any more contagious than it already is. What to do? Get rid of one of them and send a message along with it.
(c) Copyright 2006 Objective Management Group, Inc.