Motivation: How to fire up a sales Motivation: How to fire up a sales teamteam

Matt McCaseMatt McCase7/1/20117/1/2011

Time for you to get fired up!Time for you to get fired up!YouTube - The Best Motivation Video

Table of ContentsTable of Contents

How to Fire Up a Sales TeamHow to Fire Up a Sales Team

AssessmentAssessment Your Leadership StyleYour Leadership Style

AssessmentAssessment Individual Team Member Needs AnalysisIndividual Team Member Needs Analysis

Goal SettingGoal Setting ImplementationImplementation EvaluateEvaluate

AssessmentAssessment“What’s your leadership style?”“What’s your leadership style?”

““If you can dream it, you can do it” Walt DisneyIf you can dream it, you can do it” Walt Disney

Assess your Leadership Style-Assess your Leadership Style- Knowing your leadership style will help you Knowing your leadership style will help you

properly motivate every employee.properly motivate every employee. Employees respond differently to different Employees respond differently to different

leadership styles.leadership styles. Will your style motivate your team.Will your style motivate your team. Be willing to compromise and adapt and Be willing to compromise and adapt and

make changes in your style.make changes in your style.

Lets Find Your Leadership StyleLets Find Your Leadership Style

AssessmentAssessment“What's your leadership style?”“What's your leadership style?”

“Opportunity does not knock, it presents itself when you beat down the door” Kyle Chandler

4 Leadership Styles (preferred for Sales Leaders)

1. Participative Leadership2. Charismatic Leadership3. Transformational Leadership4. Transactional Leadership

Lets discuss each in more detail.Musser, S.J. (1987). The determination of positive and negative charismatic leadership, Grantham: PA: Messiah College Retrieved July 1st, 2011

http://changingminds.org/disciplines/leadership/styles/charismatic_leadership.htm

AssessmentAssessment“What’s your leadership style?”“What’s your leadership style?”

““I have not failed. I’ve just found 10,000 I have not failed. I’ve just found 10,000 ways that won’t work.” Thomas Edisonways that won’t work.” Thomas Edison

Participative Leadership-Participative Leadership- Style- This leadership style gets employees involved in Style- This leadership style gets employees involved in

decisions and actions.decisions and actions. Employees feel a sense of belonging.Employees feel a sense of belonging.

Who benefits the most from this style-Who benefits the most from this style- Employees that have a high need for achievement and Employees that have a high need for achievement and

recognition will thrive under this style.recognition will thrive under this style.

AssessmentAssessment“What’s your leadership style?”“What’s your leadership style?”

“Setting goals is the first step in turning the invisible into the visible” Tony Robbins

Charismatic Leadership- Style- This leadership style gathers followers

through dint of personality and charm, rather than any form of external power or authority . .

Who benefits the most from this style-Who benefits the most from this style- Employees that benefit from this the most are Employees that benefit from this the most are

people with social needs of belongingness and people with social needs of belongingness and those that search for the esteem of others.those that search for the esteem of others.

AssessmentAssessment“What’s your leadership style?”“What’s your leadership style?”

“The harder the conflict, the more glorious the triumph”

Thomas Paine

Transformational Leadership- Style- are always visible and will stand up to be

counted rather than hide behind their troops. Are inspiring and seek to transform. Also tend to see the big picture, but not the Also tend to see the big picture, but not the

details, where the devil often lurks. details, where the devil often lurks. Who benefits the most from this style-

Employees who are looking for inspiration in their work or those who seek self actualization.

AssessmentAssessment“What’s your leadership style?”“What’s your leadership style?”

“Things do not happen. Things are made to happen” John F. Kennedy

Transactional Leadership-Transactional Leadership- Style- Style- based in contingency, in that reward or based in contingency, in that reward or

punishment is contingent upon performance.punishment is contingent upon performance. People are motivated by reward and People are motivated by reward and

punishment.punishment. Who benefits the most from this style-Who benefits the most from this style-

Employees that are task oriented only.Employees that are task oriented only. Those who seek physiological or safety needs Those who seek physiological or safety needs

alone benefit the most from this style.alone benefit the most from this style.

AssessmentAssessment“What’s your leadership style?”“What’s your leadership style?”

“I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel” Maya

Angelou

Now that you know your leadership style

Lets find out:What truly motivates your team

members

AssessmentAssessment“What’s truly motivates your team members?”“What’s truly motivates your team members?”

“You miss 100% of the shots you don't take.” Wayne Gretzky

Individualistic Needs AnalysisIndividualistic Needs Analysis All employees are not motivated equallyAll employees are not motivated equally Assess each employee and find their true needs in the Assess each employee and find their true needs in the

workplaceworkplace Each employee will respond differently to separate leadership Each employee will respond differently to separate leadership

stylesstyles Be willing to compromise to effectively motivate each Be willing to compromise to effectively motivate each

employeeemployee

TIME FOR NEEDS ANALYSIS!TIME FOR NEEDS ANALYSIS!

http://www.adeak.com/2009/02/how-do-i-identify-employees-needs-to-motivate-them-betterhttp://www.adeak.com/2009/02/how-do-i-identify-employees-needs-to-motivate-them-better

AssessmentAssessment“What’s truly motivates your team members?”“What’s truly motivates your team members?”

"Every strike brings me closer to the next home run."

Babe Ruth

Needs Analysis- Find the true need of your employee1. Physiological- Food, Shelter, Water2. Safety- Sense of safety in life from employment3. Social- Belonging, Fitting in, Family atmosphere at work4. Self Esteem- How they feel about themselves5. Esteem of others- the need for others to accept us6. Self actualization- reaching ones potential, fulfilling a dream

Find your employees main need from this list.Kenrick, D. (2010, May 19). Rebuilding Maslow’s pyramid on an evolutionary foundation. Psychology Today: Health, Help, Happiness + Find a

Therapist. Retrieved July 16, 2010, from http://www.psychologytoday.com/blog/sex-murder-and-the-meaning-life/201005/rebuilding-maslow-s-pyramid-evolutionary-foundation

Goal SettingGoal Setting"Do what you love. Love what you do. Always deliver

more than you promise." Brian Tracey

Motivate through Goal Setting1. Make goals attainable- Don’t set goal too high2. Challenging- Too easy and it wont motivate the employee3. Measurable- Let the employee see how they will attain the

goal by putting numbers to it.4. Specific- Set solid parameters to the goal5. Time Oriented- Set a time frame to achieve the goal

Proper Leadership + Needs Analysis + Goals = True Motivation

Locke, Edwin A.; Shaw, Karyll N.; Saari, Lise M..; Latham, Gary P. (1981), ; Shaw, Karyll N.; Saari, Lise M..; Latham, Gary P. (1981), "Goal Setting and Task Performance: 1969–1980", , Psychological Bulletin ( (American Psychological Association) ) 9090 (1): 125–152, (1): 125–152, http://datause.cse.ucla.edu/DOCS/eal_goa_1981.pdf, , retrieved 2010-06-01 retrieved 2010-06-01

Goal SettingGoal Setting“An employee's motivation is a direct result of the

sum of interactions with his or her manager”Bob Nelson

Matching Needs, Proper Leadership and Goals Example-

Employee Need- Social To Fit In with a Group Best Leadership Style- Charismatic Goal- Achievement of the individual goal will result in a

team trip.This employee is properly motivated with proper leadership,

knowing their needs and setting a goal they will strive for.

ImplementationImplementation“We tend to get what we expect”“We tend to get what we expect”

Norman PealeNorman Peale Five Step ProcessFive Step Process

1.1. Assess your Leadership StyleAssess your Leadership Style

2.2. Assess Employees NeedsAssess Employees Needs

3.3. Adjust Style to Fit NeedsAdjust Style to Fit Needs

4.4. Set Proper GoalsSet Proper Goals

5.5. Follow Up with EvaluationFollow Up with Evaluation

EvaluateEvaluate“Motivation starts with you and ends with “Motivation starts with you and ends with you, what happens in the middle is up to you, what happens in the middle is up to

you”you”Matt McCase Matt McCase

Consistency through continual needs analysisConsistency through continual needs analysis Follow up with team members reevaluating Follow up with team members reevaluating

their needs. their needs. Make sure employees are fulfilled.Make sure employees are fulfilled. Remember each employee is working hard for Remember each employee is working hard for

a different reason.a different reason. Set proper goals to keep employees striving.Set proper goals to keep employees striving.

SummarySummary

Found your leadership styleFound your leadership style Developed Needs Analysis for EmployeesDeveloped Needs Analysis for Employees Learned to Adjust our Leadership Style Learned to Adjust our Leadership Style Critiqued Proper Goal SettingCritiqued Proper Goal Setting Matched Needs, Leadership Style and Goals Matched Needs, Leadership Style and Goals

ProperlyProperly Learned How to Implement True MotivationLearned How to Implement True Motivation Continually Reevaluate Employee Needs, Goals Continually Reevaluate Employee Needs, Goals

and Leadership Styleand Leadership Style

Works CitedWorks Cited Musser, S.J. (1987). The determination of positive and negative charismatic Musser, S.J. (1987). The determination of positive and negative charismatic

leadership, Grantham: PA: Messiah College Retrieved July 1st, 2011 leadership, Grantham: PA: Messiah College Retrieved July 1st, 2011 http://changingminds.org/disciplines/leadership/styles/charismatic_leadership.htm

http://www.adeak.com/2009/02/how-do-i-identify-employees-needs-to-http://www.adeak.com/2009/02/how-do-i-identify-employees-needs-to-motivate-them-better/motivate-them-better/

Kenrick, D. (2010, May 19). Rebuilding Maslow’s pyramid on an Kenrick, D. (2010, May 19). Rebuilding Maslow’s pyramid on an evolutionary foundation. Psychology Today: Health, Help, Happiness + Find evolutionary foundation. Psychology Today: Health, Help, Happiness + Find a Therapist. Retrieved July 16, 2010, from a Therapist. Retrieved July 16, 2010, from http://www.psychologytoday.com/blog/sex-murder-and-the-meaning-life/http://www.psychologytoday.com/blog/sex-murder-and-the-meaning-life/201005/rebuilding-maslow-s-pyramid-evolutionary-foundation 201005/rebuilding-maslow-s-pyramid-evolutionary-foundation

Locke, Edwin A.; Shaw, Karyll N.; Saari, Lise M..; Latham, Gary P. (1981), Locke, Edwin A.; Shaw, Karyll N.; Saari, Lise M..; Latham, Gary P. (1981), "Goal Setting and Task Performance: 1969–1980", Psychological Bulletin "Goal Setting and Task Performance: 1969–1980", Psychological Bulletin (American Psychological Association) (American Psychological Association) 9090 (1): 125–152, (1): 125–152, http://datause.cse.ucla.edu/DOCS/eal_goa_1981.pdf, retrieved 2010-06-01 http://datause.cse.ucla.edu/DOCS/eal_goa_1981.pdf, retrieved 2010-06-01