Some People Aren't Motivated by Money

Posted by Dave Kurlan on Sat, Oct 22, 2005 @ 12:10 PM

One sales manager indicated that he had a salesperson who wasn't motivated by money but was motivated by providing great customer service and making people happy. I told him that I was certain that he could not possibly be describing his best salesperson and, after a moment of consideration, he completely agreed. I went on to tell him that this person wasn't truly a salesperson, was probably not bringing in new business and probably belonged in customer service. He said he didn't have a customer service department and I told him he did now!

How do you know whether you have the right salespeople in the right roles? Evaluate your sales force and find out.

(c) Copyright 2005 Objective Management Group, Inc.

Topics: Motivation, assessment, Compensation

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About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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