{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Surviving Sales Leadership","title":"You Can't Motivate Your Sales Team. Here's What Works","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/6dcad5b0\"></iframe>","width":"100%","height":180,"duration":2172,"description":"You cannot motivate an unmotivated sales rep, because motivation is self-generated. \nWhat a leader can do is work out what \"unmotivated\" is actually hiding. \nA rep who is not making enough calls might lack the skill, might have the skill but not the confidence, or might not have the process support to do the job properly. Those are three different problems that look identical from the outside, and most leaders act on the label instead of the cause.\nSteve Myers is a sales leadership coach at MySalesCoach with 19 years of coaching behind him. Tim Ogle is a MySalesCoach coach with 30 years in sales, split between selling and turning businesses around.\nIn this episode, host Tom Boston sits with them to discuss why trying to motivate people usually fails, how to tell a motivation problem from a skill problem, and what to do long before a PIP enters the conversation.\n📥 Download the Modern Revenue Leader's Sales Coaching Manual\n https://bit.ly/3QTbqsJ\n\nYou'll learn:\nWhy performance is what happens and motivation is why it happens, and why that distinction changes how you manage\nHow to tell whether a rep's drop in activity is a motivation issue, a skill issue or a process issue\nWhy the carrot and the stick have both stopped working, and what replaced them\nThe difference between quota and target, and why every rep needs their own number for their own reasons\nHow to run a structured goal setting conversation that gets past \"I want a big house and a nice car\"\nHow to break a ten year personal goal down into what a rep needs to do in the next eight hours\nWhy you change behaviour first and let belief catch up, rather than waiting to feel ready\nSteve Myers\nSteve spent 20 years in global IT sales before moving into coaching, and started his career selling Encyclopaedia Britannica door to door. He works with sales leaders on structured goal setting, accountability, and the process for getting reps to act outside their current belief system.\nConnect with Steve Myers on LinkedIn 🔗...","thumbnail_url":"https://img.transistorcdn.com/LjYYpjxfWT8Ijdm1_ZBcIxH8nIjJOWCpRnTWkBRj9WY/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9iYTFl/ODIwMmQ2NjAzNTZl/YTE5MmIyMDRhZDQ3/NGNmMC5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}