How to get Top Sales Performers motivated to work for you
Top sales performers move from opportunity to opportunity. What can you offer?
Here are some of the most frequent reasons why candidates withdraw from an interview process:
- Your presentation role was uninspiring. The candidates did not see themselves following-the-leader on a journey to earn, learn and grow personally.
- Your competition, the Sales Manager at the ‘other’ company is more inspiring. The ‘other’ role they are pursuing is a more attractive opportunity.
- Their current role is more attractive than the one you have on offer
- They do not see enough benefit in the change
3 Best Practices to motivate Top Sales Performers to work for you:
- To win Stars and Core Performers over to your team, you must be willing to ‘sell’ the job to them the same way you sell to clients. After all it’s their choice too.
- At interviews, ask questions to discover their interests, goals and motivations (beyond their experiences) and highlight what aspects of the new role best suit them.
- Cast the vision. Tell candidates what the successful individual can accomplish in the role in a year, how it will have an impact on them, their team and the company. Tell them what they could earn, what opportunities they could be considered for, etc. Roles offering success and significance are hard to refuse if they are credible and other aspects line up.
Typically, Stars seek out opportunities to make a big difference and get rewarded for it. Core Performers seek stability, measured growth and improved working conditions.
A leader with a compelling vision draws followers. Leadership guru John Maxwell says, ‘He who thinks he leads, but has no followers, is only taking a walk.’