Comment

Comment by Craig Lockerd on October 5, 2010 at 3:54pm

So true Ernie, there is a place for "Motivation" for sure...but what we are talking about here is long lasting and much more effective.The "Why" is key!

Comment by Ernie Kasprowicz on October 5, 2010 at 3:47pm

Earlier in my career I attended a developmental seminar conducted by Louis Tice entitled Investment in Excellence. One of the points discussed was that all meaningful and lasting change comes from within. The emphasis was that all other motivation would only be temporary. This concept goes right to the heart of what your are discussing. As managers, the better we understand and help our people define and focus on "why" they work, prospect, demo etc, the stronger their personal burning desire will be.

Comment by Jane Schuster on October 5, 2010 at 3:44pm

...and thank YOU, Chief!!!

Comment by Craig Lockerd on October 5, 2010 at 3:36pm

Thanks Jane...find out what people want and they seem to really produce...even if its a simple thank you...from time to time....and thank you,Jane...lol

Comment by Jane Schuster on October 5, 2010 at 3:31pm

Good one, Chief!! Spread that karma....

Comment by Craig Lockerd on October 5, 2010 at 12:02pm

Love the Carnegie quote, by the way...thanks

Comment by Craig Lockerd on October 5, 2010 at 12:01pm

Yes it sure has Fred,however I can understand why it is hard at times for a manager to do, to slow down and really reach out to their salespeople, I have the same challenge with all our trainers in slowing down everything and really talk to them.On todays national training call we have each week I asked them all to email me their "Why's"...what they really want so we as a company can assist them in getting those things.Seems in the day to day grind it out world we live in we forget what actually works that takes a little more time to do.

Comment by Fred G. Slabine on October 5, 2010 at 11:52am

Thank you, I have found by having a heart to heart talk can assist me in finding out what makes them smile. Letting people know and feel my sincerity about their success has been very helpful for me and I am sure it has worked for you also.

Dale Carnegie said "The royal road to a man's heart is to talk to him about the things he treasures most"

Comment by Craig Lockerd on October 5, 2010 at 11:39am

Thanks Fred and right you are...another way to put it is the way Zig Ziglar said it.."In order to get what I want I need to help others get what they want".....we just need to find out what the heck it is they want!

Comment by Fred G. Slabine on October 5, 2010 at 11:03am

Craig, great video. I felt your enthusiasm! As you know everybody’s favorite radio station is WIIFM, What's In It For Me. This is true no matter what business you are in. It’s important for sales managers to learn how to relate to their sales force instead of simply saying, “This is the way you do it,” or “I want it done this way.” Such statements wind up being demeaning and send a very negative message. All that does is lower self-confidence, jeopardize the relationship, and build resentment.

There’s another way to help salespeople learn and grow, while also developing their self image and building motivation. I encourage managers to talk to their sales force one on one and find out what they are all about. What are their dreams and desires? What gets their engine running? Their primary reason for doing a great job is not always money. As national surveys find over and over again, the number 1 attribute people look for in a job is personal satisfaction—knowing they are contributing and feeling valued by their employer. Once you’ve built that type of relationship, it’s much harder to order your salespeople around. You find other ways to give them advice and constructive feedback.

I have a saying that I use all the time in my personal and professional life, "What can I do to make you smile?" This is the foundation of our training program, and it’s also the secret of success in sales, management, and life.

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