Some things are internal & cant be taught. It’s a matter of choice- their choice not yours. ‘You can’t push a rope,’ as the adage goes.
However having said that, most folks do have a trigger, a why. Sometimes it’s buried, but once you find it you won’t be able to stop them. Connect the activities necessary in the business to their ‘why.’ That becomes a win-win for everyone. Personal growth is huge in this process, so make sure you’re cultivating a work environment where growth is rewarded.
The truth is you have the wrong employee. 99% of salesman, take the job as they love sales, they have a gift for it, they are motivated by the high income opportunities. If they lack that, they offer you nothing. Sales is a performance based job, 1st job is to make more sales than your paycheck or you lose your job, job 2, earn so much you either get promoted or you never want to leave as the money is so good so you force the owner to pay you more so you will not leave to other companies who will steal you. I would change there pay to almost all commission, this way she motivates herself. My guess is you are paying too much in salary or guaranteed pay so there is nothing to motivate them to sell.
Everyone is motivated by something. Find out what that is. Is it money or recognition or reward or the way they are treated in the workplace or the ability to be promoted. In today's market, the employer must "gold mine" their employees "hot spot wants" to have a successful business. I've always believed that if my employees are successful and happy than I am successful and happy.
First and foremost how long has this employee worked with your company? Second, how do you know he/she has the knowledge and skills to be great at sales. I thinks it's more then that...
Cash. Days off. Trips. Gift cars spa etc But if you can’t find that which motivates them and just plain helping others doesn’t work either then you fall back on upgrade or replace
I would talk to the employee and ask him/her what their dreams and aspirations are and what motivates them. Unfortunately, just because they are knowledgeable and skilled, doesn't mean they actually like the job. I learned the hard way, that you can't want it more than they do.
What's the old saying, you can lead a horse to water, but you can't make them drink. You can teach people skills, but nearly impossible to teach them drive. If they aren't motivated, it is probably an indication that they don't know their "Why". If that isn't matching up, it is doubtful they will ever be an asset to your business.
However, sometimes a big "stick" does the trick. Good Luck!
Find out the reason. Is it money, is it personal? You have to be careful how to approach the person. You must not get personal, but rather discuss things with employee explaining they have the ingredients for a wonderful employee and what can be done to help them? That is if you want to keep them. If they are in a position where there is no where to go unless someone leaves or retires. Lots to consider.
You need to sit down and find out what is important to that person. Goals need to be set based on that person's wants and needs not yours. Find out what makes them tick and is a priority. Is it helping people? A bucket list? Travel? Find out what will motivate them. Awards recognition something will work!
I believe that not all people have the ability to be great sales agents. The lack of self motivation is what keeps the majority of the world from succeeding. Also, I believe in having serious talks with employees. Found out what they enjoy about insurance, what their insurance goals are and place them in the position where they will be most comfortable and efficient. It may not be sales.
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Answers (1-10)
Some things are internal & cant be taught. It’s a matter of choice- their choice not yours. ‘You can’t push a rope,’ as the adage goes.
However having said that, most folks do have a trigger, a why. Sometimes it’s buried, but once you find it you won’t be able to stop them. Connect the activities necessary in the business to their ‘why.’ That becomes a win-win for everyone. Personal growth is huge in this process, so make sure you’re cultivating a work environment where growth is rewarded.
The truth is you have the wrong employee. 99% of salesman, take the job as they love sales, they have a gift for it, they are motivated by the high income opportunities. If they lack that, they offer you nothing. Sales is a performance based job, 1st job is to make more sales than your paycheck or you lose your job, job 2, earn so much you either get promoted or you never want to leave as the money is so good so you force the owner to pay you more so you will not leave to other companies who will steal you. I would change there pay to almost all commission, this way she motivates herself. My guess is you are paying too much in salary or guaranteed pay so there is nothing to motivate them to sell.
Everyone is motivated by something. Find out what that is. Is it money or recognition or reward or the way they are treated in the workplace or the ability to be promoted. In today's market, the employer must "gold mine" their employees "hot spot wants" to have a successful business. I've always believed that if my employees are successful and happy than I am successful and happy.
First and foremost how long has this employee worked with your company? Second, how do you know he/she has the knowledge and skills to be great at sales. I thinks it's more then that...
You try to find out what does motivate them
Cash. Days off. Trips. Gift cars spa etc But if you can’t find that which motivates them and just plain helping others doesn’t work either then you fall back on upgrade or replace
I would talk to the employee and ask him/her what their dreams and aspirations are and what motivates them. Unfortunately, just because they are knowledgeable and skilled, doesn't mean they actually like the job. I learned the hard way, that you can't want it more than they do.
What's the old saying, you can lead a horse to water, but you can't make them drink. You can teach people skills, but nearly impossible to teach them drive. If they aren't motivated, it is probably an indication that they don't know their "Why". If that isn't matching up, it is doubtful they will ever be an asset to your business.
However, sometimes a big "stick" does the trick. Good Luck!
Find out the reason. Is it money, is it personal? You have to be careful how to approach the person. You must not get personal, but rather discuss things with employee explaining they have the ingredients for a wonderful employee and what can be done to help them? That is if you want to keep them. If they are in a position where there is no where to go unless someone leaves or retires. Lots to consider.
You need to sit down and find out what is important to that person. Goals need to be set based on that person's wants and needs not yours. Find out what makes them tick and is a priority. Is it helping people? A bucket list? Travel? Find out what will motivate them. Awards recognition something will work!
I believe that not all people have the ability to be great sales agents. The lack of self motivation is what keeps the majority of the world from succeeding. Also, I believe in having serious talks with employees. Found out what they enjoy about insurance, what their insurance goals are and place them in the position where they will be most comfortable and efficient. It may not be sales.