A question I often get in my consultation sessions is, “Bob’s not motivated. What’s the best way to motivate Bob to get out there and sell more?”
Well, I don’t know if there’s a best way to motivate sales people because I actually don’t believe motivation is an outward force. It’s not something you do to someone. Motivation comes from within the individual.
“People are overlooked for a variety of biased reasons and perceived flaws. Age, appearance, personality. Bill James and mathematics cut straight through that.” -Peter Brand, Moneyball
The premise of Moneyball, both the book and the film, was that the method of recruiting baseball talent was stuck in the past. The process used outdated methods and antiquated statistics. Recruiters were using the same methods tied to the same statistics dating back to the early days of baseball. Because the Oakland A’s had a smaller budget for salaries, they were forced to look for players undervalued by the market. When the general manager teamed up with a statistician, they found that certain, previously ignored stats were better indicators of a player’s performance today than the traditional stats used by the bulk of the sports executives and talent scouts.
Lance Tyson is an industry leader in sales training, development, and management. Selling is an Away Game is a must read for any sales professional, sales leader, or aspiring candidate in the industry.
Chief Revenue Officer, Tampa Bay Sports and Entertainment