Money Need vs. Motivation

vickilynn by Dave Kurlan Blog

Needy sales people are not always money motivated.

Sales development expert Dave Kurlan explains the difference between ‘money motivation’ and ‘money need’ for a sales professional. When a salesperson is assessed to not be money motivated, yet constantly talks about needing more money, what does this mean?

According to Kurlan, the following are key differentiators:

  • Money motivated salespeople don’t ask for more money, they earn it.
  • Money motivated salespeople want the money for extras like vacation homes, travel, and boats.
  • Salespeople with ‘money need’ want the money to pay bills.
  • Salespeople with ‘money need’ expect you to give them the money.

By putting sales people that are in ‘money need’ through a professional goal setting program, you can transform them into the ‘money motivated’ productive, profitable sales people your company needs.