At first glance, Freakonomics: A Rouge Economist Explores the Hidden Side of Everything, seems like a strange book for sales managers. It was a book with no unifying theme. However, these stories did indeed have a theme: motivation. The key point is that motivation is a complex issue.
This is especially true in sales management. The predominant motivator in hard sell organizations is money, lots of money. They also use recognition and other material rewards, like rings, watches, cars, and trips to exotic places. But these don’t always work because money alone does not make those of us who are soft sell marketer at heart sell out our values of caring about our customers. Serving them comes first, money second. We also have different goals so develop your programs to appeal to different salespeople. →Continue reading