There are two main types of motivation, internal and external. Internal motivation is intrinsic and usually based on personal goals–both main goals and baseline goals. The goals motivate us to become self-correcting and self-directing to improve and meet our objectives.
External motivation is not self-actuated but is motivation by others–praise, awards, and bonuses. Often the external motivation is what jumpstarts the internal vision. It builds confidence and makes it easier to re-cast ourselves and grow from our own internal motivation later.
What Motivates?
Money does NOT motivate, nor does anything that can be cashed in (same as money). What you GET with the money motivates. Anyone can be motivated if you find out what they want (a person may think they can never make 100 calls in a day–but give a new car to them if they do it and they WILL find a way (even if they have to bypass your systems)–extreme, but it gets the point across).
Needs motivate a person to work. Wants motivates a person to work harder. Money that can be used for a need is not as motivating as money that MUST be used for a want. If we give money, the practical side of us will often use it for a need… so we have to take that option away.
For example, I will work hard to pay for rent, but I will work a LOT harder to cover rent… and get a free trip to Hawaii.
Remember: Pay covers our needs, and bonuses will cover our wants if we are only allowed to get a want.
Motivation Example
The following personal example may help:
One of my managers asked for a list of things I “wanted.” Not needed–but wanted. I had a beat-up Volkswagen & I wanted running boards (they attach along side the door)—but I was too practical to get them (I was in college). They were only about $50 and he said if I got 5 people to the recruiting meeting, he would get my running boards.
I ended up with over 15 people to the meeting (later I won Top Recruiter). He gave me $50 in cash. I was stunned. I put in over 20 hours to get that many people to the meeting. $2.50 an hour was an insult—but not the running boards.
I was mad because I knew I would use the money to pay my electric bill—even though I would have figured out a way to pay it anyway, but I couldn’t be irresponsible and get “wants” when I had a bill to pay.
I resented it, but the lesson was worth it.
During that summer, I motivated my team members with “wants,” but I NEVER allowed them to use it for a need. I usually gave them the item—never the money. If I did give them the money, I required a receipt asap proving it was used for the want.
I never got the running boards until the end of the summer (I did make $27k in 13 weeks (in ‘83)) as a college student, but by then I could cover any of my needs).
Motivation – Personalized Carrots
Does dangling carrots work? Only if you are a rabbit. If you are a wolf…you would rather eat the rabbit! The key… find out what motivates you.
We have to find our wants first. Here is an approach that works:
Make a list of five things that you WANT for each of the amounts $10, $25, $50, $100, $250 & $1,000. For example (a few samples of personalized carrots):
$250 range
Earpods ($250 towards) – RED case
Asus FAST router (techy)
Cobra Radar Detector Jammer
$1,000 range
5-day cruise for two to Cancun (price via Travelocity)
You must submit the list and printed photos of each of the items
Put your photo in a folder so it is ready for a contest
Pull the item out of the folder and put it in front of you during the contest
When you win the item, it can be given to you—or you can get it yourself, but you MUST turn in a receipt and show the item (NO cash)–the spouse cannot get cash instead (not paying for a dishwasher–but a trophy)
One team member was always low on hours (our team was averaging 50 hours/week during the summer). From his list, he stated that he always wanted “Rocket Fins.” He worked 62 hours and sold four times more than any other week. He got the award the very next day, “Doggie does trick, doggie gets bone,” since we all like immediate rewards.
It cost me $40, but the management override made up for the difference and he was more motivated than ever. Plus, he knew he could earn more during the last few hours of every day–a lesson we all knew, but he now believed.
Contest & Awards
We all like to win things–especially salespeople (who get direct rewards for their efforts). That’s why we have several different awards at Chanimal, including the following:
In addition, we have ongoing contest and awards for the following:
Individual
Everyone who makes 100 calls gets…
The person who sells the most
Everyone
The entire team hits 200 contacts, then everyone gets…
Teams
Pie in the eye (2 against two)
These awards can be earned for:
Closed deals
Highest ratios
Most call-backs
Demos or presentations
Beats % record
Greatest margins
Leader for the day
And more…
Review Questions
We work hard for what we _______________. We work harder for what we _______________.
Why?
Make a list of five things that you WANT for each of the amounts $10, $25, $50, $100, $250 & $1,000.
Resources
What-Motivates-Chanimal (PDF). Contains several of the slides from the section on Motivation from the Certified Channel Manager course at www.ChanimalUniversity.com” What works and why.
