There is absolutely nothing wrong with going to work every day for the paycheck. But if you go one step further, ask yourself, what is that paycheck for? What do you REALLY care about? In this episode, your host Donald Kelly and guest Will Yarbrough break down a word that all sales leaders should be thinking about constantly – “motivation.” Listen in to hear how you can improve yourself or your team by tapping into those unique drivers that go beyond the dollar sign. Why Should We Go Beyond Being Money Driven? People want to spend their paychecks on the things that matter to them. There’s nothing wrong with making money, but it’s just a means to an end. Whether you’re a sales leader or an individual contributor, if you want to get better, you have to see how that fits into the big picture of your goals in life. Each decision you make should support those goals. Focusing on things other than money will reach sellers who aren’t that motivated by the money itself. This drives performance up and sets you apart from a hiring perspective. How Can Leaders Help? Spend a lot of time with your team members. Make time for one-on-ones where you can ask questions and understand the things that motivate them. Each person is unique, and their motivations can be complex. Using the REKS framework, help team members identify how to proceed toward their goals. Be the coach in their corner, providing both encouragement and accountability. All the greats have coaches who help them practice and improve. Helping every team member achieve their goals is important – when one person cashes in on the improvements they’ve made, they’ll share their successes with the rest of the team, and that increases buy-in from their peers dramatically. “I may want to make a six-figure salary, but at the end of the day, it may just be checking a box, where other things are much more important to me. Words of affirmation, getting opportunities to take on more responsibility, having trust and flexibility in the way that I go about my job – these are all things that I think can help inherently motivate folks, but you have to start with the fact that Donald and Will are going to respond to different tactics differently, and money is just one component of motivation.” – Will Yarbrough ...

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