Patedepollo

This is an interesting motivator, one I often think is the most important to our breed of sales folk. People will do more for recognition than for anything else. Everyone needs recognition: husbands, wives, children— and even your boss. We all do. When you were young, why did you do cartwheels out in the backyard? What did you want to get?
Recognition. “Hey, Mommy and Daddy, look at me. I’m doing great!”
In our search for recognition as adults, we play far more complex games. The cars we drive, the clothes we wear, the restaurants we dine in, the places we travel to, and a host of other things are all devices that we use to seek recognition.
One can argue that most of these things are necessities. Perhaps. One can claim to enjoy these things for themselves. Certainly. But without the need for recognition, would we be so obsessed with style and personalization?
We all crave and require recognition. That’s why this motivator has such awesome power when it’s used at full throttle. Many sales managers boost their sales force’s performance more with recognition than with any other motivator. Even more managers get scant benefit from it because they give too little too late and too carelessly. To be effective on a sales force, recognition must be real. It must be prompt. It must be given with sincerity and without favoritism. Its quality or value must be in line with what was achieved.

This entry was posted on Saturday, December 5th, 2009 at 2:10 pm and is filed under business. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.