At Badgeville (now offered as part of CallidusCloud), we look at people and digital systems through the lens of behaviors and motivations. We ask questions such as, “What does the organization want its employees to do? What motivates an individual employee or groups of employees? Are they willing to behave according to what the company asks? Do they even care?”
The questions above are universal and apply to nearly every company and every role, but for the purpose of this blog, let’s focus on salespeople.
To understand what makes salespeople tick, we first have to dive deeper into what people want and what motivates them. At their core, people want to feel valued and validated.
At CallidusCloud, the personas we use and the behavioral models we create to build digital solutions are based on the intrinsic motivations that validate and reaffirm people’s worth. We have learned from research and experience that people feel good about themselves when they feel smart, successful, and socially valued.
So how does this general understanding translate to salespeople? You may jump to the conclusion that salespeople are solely motivated by money, but it’s not quite that simple. In fact, they’re motivated by feeling smart, successful, and socially valued, just like the rest of us.
How does that add up? Well, in the world of selling, closing a deal (especially a big one) translates into feeling better or smarter than the competitor(s). Of course, sales also drive monetary rewards, which salespeople translate as success. Further, salespeople correlate monetary gain with social value. In the end, salespeople are motivated by feeling smart, successful, and valued through the combination of winning, earning, and status.
Now, with that generic understanding of people and of salespeople, what does a company need to do to keep their salesforce happy and productive.
Here are seven suggestions: