I have a crazy belief (ok more than one but this one ALWAYS shocks people).
Money IS NOT THE GOAL OF SALES, it’s how salespeople keep score.
Part 1: keeping score
In sales, people want to know how they are doing. For some it’s a competitiveness with other people and for others it’s looking at achiveing something for themslf.
Either way, money is the way salespeople keep score. Yet being a dragon sitting on a pile of treasure typically isn’t the goal.
Part 2: the real goal
The key is to dig into your personal WHY behind the widely accepted goal.
I asked two different salespeople why they wanted to achieve their company’s President’s Club.
Followed up with my question “what will that get you?” (more than once as you can see).
President’s Club AKA Money gave each of them a way to keep score – one on their way to financial security, and the second to achieve validation of their sales worth.
Continue to keep score – while digging deeper into yourself so you can understand what your actual motivation and goals are.
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