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Money Motivated Salespeople
By Dave Kurlan, CEO, Objective Management Group

Are you confused about Money Need and Money Motivation? This article explains the difference between them.

The other day a client asked me about a salesperson whom, after being evaluated, was diagnosed as not being money motivated. He went on to tell me how often this salesperson tells him he needs to make more money and wants a larger base. I explained that this is more a case of "money need" rather than money motivation. The easiest way to tell the difference between the two is:

  • Money motivated salespeople don't ask for more money, they earn it;
  • Money motivated salespeople want the money for "extras" like vacation homes, travel, sports cars, planes, boats, home theaters and college;
  • Salespeople with "money need" want the money to pay bills;
  • Salespeople with "money need" expect you to give them the money;


  • Finally, it is your responsibility to convert salespeople from having money need to being money motivated and the most effective method for accomplishing this is to have them go through a professional goal setting program.

    Don't ever confuse a salesperson's unhealthy need to be paid more with a powerful and healthy desire to earn more.

    Dave Kurlan is the author of Baseline Selling - How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball ( www.baselineselling.com ). He is the founder of Objective Management Group, Inc. ( www.objectivemanagement.com ), the pioneers in sales assessments and he is the CEO of David Kurlan & Associates, Inc. ( www.SalesDevelopmentSpecialists.com ) a leading sales force development firm. Dave can be reached at 800-221-6337 or by email at dave@objectivemanagement.com

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