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.