It is difficult to find good sales people. Quite often, this has to do with not being able to differentiate between individuals who are “good at sales” and individuals who are “good sales people”. This may sound like a play on words but there is a difference.
People who are “good at sales” communicate the value of a product or service by discussing “features & benefits”. They also understand how to communicate this information to prospective clients. This works in the short run but these individuals don’t exhibit the enthusiasm and self-motivation that brings about consistent results over the long run. They tend to burn out easily. The focus here is more on the mechanics of the sale not the driving force behind it.
In comparison, “good sales people” are naturally inclined, self-motivated “hunters & gatherers”. This motivation defines their persona and ignites their drive to succeed. This is the driving force behind their long-term success. A good sales person must also be able to communicate the value of a product or service and have good presentation skills however, unlike someone who is “good at sales”, they harbor that inner determination that continually drives them to forge ahead and conquer. These people enjoy the “thrill of the hunt”. Bringing in new business continually validates and renews their desire to go out and do it all over again.
I believe the best way to motivate anyone in a sales position is to encourage them to focus on “beating their own personal best” not tracking or watching or trying to beat someone else. Healthy competition is always good but focusing on someone else’s activities will result in “taking your own eye off the ball” and we all know how that ends up.