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THE BEST INVESTMENT YOU CAN MAKE FOR YOUR SALES TEAM
ARTICLE

By Benjamin Loh, Reiss Profile Master & Executive Speech Coach

THE BEST INVESTMENT YOU CAN MAKE FOR YOUR SALES TEAM

Have you ever tried to sell a product or service but failed terribly at it because you were not sold yourself? It could be that you didnt believe your prospects actually need the offering or that the larger firm culture that you operate within, repels you instead of supports you? Or that you are not just sold into the notion of selling as a career, as a fundamental conversation! Are Your Needs Fulfilled as a Sales Professional? No, I dont just mean pecuniary ones. For decades, psychologists have been trying to find out what makes us tick? What drives us? You may have read about Abraham Maslows Hierarchy of Needs where people are progressively satisfying their lower level biological needs for food and shelter to eventually aspire towards self-actualization, that is, the desire to fulfill ones true potential. You probably also know about David McClellands theory of acquired needs for achievement, affiliation and power. But how much of it has applied for you and manifested in your life as latent driving forces for why you do what you do? These theories, by and large, offer a window to human understanding but how reliable and holistic are they in terms of understanding your salespeople for the sake of recruiting, retaining and developing your dream team of sales professionals? The perennial question any sales manager or business owner should ask is, What drives my salespeople so I can provide them all they need for them to soar to their best potential as sales professionals? Stop guessing, discover the Reiss Motivation Profile way Turns out, its not a huge surprise that we humans are complex and unique beings and we have more needs than what the theories have proposed! More so, there needs to be a scientific and objective manner of identifying and measuring the varying needs of all of us individuals. With this guiding intention, the Reiss Motivation Profile is a scientifically developed, valid and reliable psychometric instrument that assesses individual motivation based on 16 universal desires based on empirical data of over 10,000 respondents globally. With the Reiss Motivation Profile, what happens is you go beyond understanding how your sales people behave but why they behave they do with greater accuracy instead of guesswork or plain generalizations!

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Sales Excellence with Reiss Motivation Profiling With this psychological blueprint of your sales team, this is how you can achieve excellence and benefit as a sales manager of business owner: Recruitment Fit We have found, for example, that timid people (that is, people who have an above-average need for tranquility) make better life insurance salespeople than courageous people (that is, people who have a below-average need for tranquility) because they better understand the subjective experiences and values associated with the fear of injury/ death. (Reference here) Process Fit Generally speaking, sales professionals who are deployed in field roles to prospect and close deals tend to require a relative higher tolerance for rejection and emotional setbacks than those who are in account servicing roles. How this can possibly manifest in a Reiss Profiling Test will be in forms of below-average need for Acceptance and above-average need for Expedience. Incentive Fit Will a trip to exotic Maldives be a more effective incentive or will a promotion to the role of a Sales Manager be more luring? Or maybe, a firm-wide recognition as the Top Sales Associate for the Quarter will be most befitting All too often, we design incentives for outstanding sales performance from what we think works best for us or as a conclusion from the crowd consensus. But this can be a futile exercise and an immense waste of resources unless you are aware of their driving needs in the likes of Tranquility, Status and Power. Throw the guesswork out of your window and leverage the Reiss Motivation Profile, a scientifically proven and reliable method of managing your sales team today. Your sales professionals can be managed with clarity and certainty and in time, take your business performance to an all-new high. Invest now or lose out big time later. Take a step to invest in the right tool today. Article contributed by Reiss Profile Master, Benjamin Loh Cross-Generational Catalyst, Executive Speech Coach, http://www.benjaminloh.sg *

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