When it comes to motivation, many of us have it, but there are some of us that do not. Let’s explore exactly what motivation is. Motivation is a strength that induces us to take action on things that we want to accomplish. For every situation there is a different motivator that may cause us to take action and accomplish a goal or succeed in an endeavor.

Generally, there are six different types of motivation fit for six different situations that people experience, they are; Incentive, Fear, Achievement, Growth, Power and Social.

• Incentive motivation is a form of motivation in which you are seeking a reward.
• Fear motivation is a type of motivation that is associated with consequences.
• Achievement is a type of motivation in which you become determined to be as competent as you can.
• Growth motivation deters you from becoming comfortable and being stagnant in life, but allows you to always look for ways to change internally and externally to better yourself and your situation.
• Power is a type of motivation in which one desire to control more aspects of their own lives as well as other peoples lives.
• Social motivation is a type of motivation that a person gains when they feel the need to be accepted by others, generally a specific group. Now that we know a little bit about the six types of motivation, let’s look at the key to keeping your team ambitious and successful.

Motivation is a key factor to being successful in sales. The motivations that most sales teams possess are incentive and achievement, but those motivations often disappear throughout one’s career if a person is not reaching his or her goals. A salesperson needs something else. If you are the head of the sales department you should find ways to keep your team engage, determined, ambitious and successful too.

The key to keeping your team ambitious and successful is to encourage them constantly and consistently; if you find that hard to do because some people are simply not motivated, setting up quarterly seminars and having a motivational speaker come and talk to them is a great first step to keeping them ambitious and successful. You can even hire a very funny keynote speaker that could “break the ice”, and encourage your team in a very fun and entertaining way to meet daily, weekly, monthly, or yearly quotas. Providing incentives on top of this, whether it is compensation, time off or another reward, will give a boost to each individual’s efforts that are motivated by incentives. The professional motivational speaker hired to stimulate your sales force will also increase their self-esteem, social recognition, and overall the individual’s potential as a whole.

Most people that are in management positions are seeking the motivations of growth, power, and social recognition. As managers, in order to obtain growth, power, and social recognition, you must first possess the motivation to encourage your employees. Your employees will be your ticket to growing higher within the company, giving you the sensation of controlling a specific team within the company, and even giving you that social recognition that you are striving to obtain amongst your peers. Motivating and uplifting your sales force will stimulate productivity and quality work. Another key to success as a manager is to make sure that the employees are being treated fairly and equally. By doing this, you and your team will remain ambitious and successful, because your team will be comfortable and will be consistently looking for more incentives once they have experienced their first incentives (most likely a big juicy commission check).

As leaders, the motivation that you are seeking is primarily social. How you are perceived in the eyes of the public will be a reflection of how your employees perceive you in the workplace. As a leader, the key to keeping your team ambitious and successful will be to lead with integrity, this will automatically motivate your team by giving them a sense of belonging, trust, and pride while working with your organization. Making sure that every member of the team is performing well will ensure successful results in the working environment. Another key to building an ambitious and successful team is to make sure you are an excellent communicator, and especially a great listener. With good communication skills you will possess the motivational power to influence others. By showing your organization that you care, whether it’s through a mentorship program, encouraging them, or allowing them to be a partner in the organization, your organization/company will not fall short of success.

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Beliefs and behaviors can dramatically improve sales results. Beliefs are what forms behaviors. They will dictate how you react to particular situations. The way you portray yourself when trying to make a sale will be noticed by the customer. Even if you are trying to make a sale over the telephone, they will pick up on the vibes that you give off. If you don’t really believe in your product or service, then your customer probably won’t either. If you are passionate about the product you are selling, then they may want to learn more. In order to increase sales, you must have the ability to be flexible in changing your mind. If you are seeing good results, then your beliefs are probably ok. If you receive no sales, time and time again, then you may need to rethink your beliefs and how you behave.

Beliefs Drive Actions and Actions Drive Results

The sales industry is tough, and wanting good results isn’t enough. It also isn’t enough to work harder on the assumption that hard work alone will produce results. You can present to all of the clients that you want, but if you aren’t doing discovery work to know the products you are selling, you probably won’t believe in your product enough to be able to pitch it correctly. Believing in yourself and your sales performance will help boost your confidence to conduct your sales pitch. To be able to have a great performance in sales, you must be able to change your beliefs. Don’t be stubborn about making changes. Many people don’t like change in general, but in this case it is essential. Once your beliefs have changed, you then have the ability to change your actions. Change is the best way to get great results.

Things to Consider

If you hope to improve your overall sales performance, there are a couple of things that you will need to consider. The first thing you will need to do is to determine what strongly held beliefs are serving you well, and which ones aren’t. You will then need to determine what actions those beliefs cause you to take or not to take. Another thing to consider is the performance of others. If you know someone that is already producing excellent sales results, then maybe you should contact them to see what they are doing. Knowledge is the key, and you need to adapt to change to make things better for yourself and your sales department.

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If you are like many companies, you want to employ the right people for the job. However, there are many titles and positions out there, making it harder to figure out which one you need and which skill set will best serve your sales organization. Therefore, you should consider the differences between a chief sales officer (CSO), Chief Revenue Officer (CRO) or a Chief Customer Officer (CCO). Each of these titles is different and will provide you with a different set of skills.

CSO

A CSO or a sales director is one of the highest managers in the organization. They are responsible for marketing and sales. They deal with marketing, sales of products/services, customer relationship management and decide how to best align the company’s objectives with customer needs. Their primary responsibility is to sell services and goods and also plan how to best sell those goods/services. They work together with the CEO to set product portfolios and strategies and work to balance the organization’s needs with the customer’s. They may also determine the best channels to use and how to maintain strategic relationships with clients.

CRO

The CRO is an executive officer responsible for the processes relating to revenue generation in the organization. They are tasked with integration and alignment of all revenue-related tasks, which can include customer support, pricing, sales, marketing and revenue management.

They will work with your company’s executive team to communicate and create the company vision and then use that vision as part of their long-term strategy for creating new opportunities and markets.

CCO

The CCO is a newer title that has recently gained popularity over the past decade. They usually focus on customer retention, acquisitions, service, and relationships. They must figure out how to keep current customers, as well as how to get new ones and implement activities that will keep them happy. They can then help salespeople and others in the company understand what to do and how to do it.

In many cases, the Chief Customer Officer will also be a CRO or a CSO, especially in smaller companies. If you’re wondering which one you need, you likely need all three. If you want sales to grow, you’ll need someone to understand customers, someone who knows how to generate revenue and someone who knows how to get more sales.