A former Sales Director boss of mine would answer that question by saying "my mother in law knows if I'm doing well, by the car that's parked on my drive."
His answer corresponds well with the findings of a recent study by researchers at the University of Warwick and Cardiff University. Looking at the motivational effect of income, they found that satisfaction was much more strongly related to the ranked position of the person's income compared to their demographic peers. Put simply money only makes people happier if it improves their social rank. Something like keeping up with the Joneses!
"Are salespeople motivated to sell more by commission and bonus?" is a question that I have encountered countless times over the years. Interestingly, the people who say yes tend not to be in sales or working for performance-geared income.
Personally I'm from the Maslow Hiearchy of Needs School and believe that money is no more than an enabling currency for the things that influence and persuade us. Maslow's theory demonstrates that social acceptance followed by recognition are the powerful motivators for getting us to achieve more than is basic and essential. Something that I have observed working with thousands of people over the years. It explains the findings in the Warwick Study and it explains Keith's need to impress his mother in law. It also explains why I was chuffed to bits when The Golden Strip Greenville South Carolina Branch of Toastmasters recognised me and reproduced one of my articles in their newsletter!!
To my mind there is also an issue in reverse here. Because it also tells us that price is never the real reason for losing out on a sale.
So if you've been losing out too much on price (you think) then read up on your Maslow, sharpen up on your rapport building and questioning skills... and watch how things improve.
Then you can get that better car and impress your mother-in-law!!
For more tips and advice on improving your persuasiveness please visit us at http://www.persuadability.co.uk/
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