Motivating The Unmotivated
Do you feel like you are always trying to motivate your salespeople? Since the beginning of time Managers have thought that one of their primary responsibilities is to motivate their staff. Let me tell you my take on that.
I once heard Marv Levy speak at a college commencement ceremony. After his speech, as he was signing autographs, one fan said this to him: “My biggest challenge is keeping my staff motivated… What suggestions can you give me?” Marv responded by saying, “Let me ask you a better question: why are you hiring unmotivated people? If they’re unmotivated you shouldn’t have hired them in the first place.”
That got me thinking about a former salesperson of mine named Dale. This kid had all the tools; he looked good, was funny, dressed well, and he was smart. The only problem was that he wouldn’t do anything if I wasn’t constantly on him about it. I wasted countless hours trying to motivate Dale, when I should’ve just moved on from him.
The bottom line is that you need to hire people who are already motivated. If someone is happy living in their mother’s basement and riding the bus to work, I wouldn’t spend a minute trying to motivate that person.
Many people will tell me, “But Alan, finding people who are motivated is hard.” Yeah, no kidding, it definitely can be hard. I never said it was easy. I am not of the school of thought that all millennials are lazy and don’t want to work, because that’s not necessarily true. You just have to find the good ones.
Recruit people that provide you with fantastic service from outside the automotive industry. Train them the way you want them trained. In any event, quit hiring unmotivated people. If you want more information on our 2 1/2 day Management By Fire events, call us today at (866) 996-4665 or visit managementbyfire.com.