A sales leader explains how to unlock discretionary effort beyond the baseline 25% needed to avoid being fired. Annual one-on-one conversations about personal goals like becoming debt-free or funding kids' activities help reps tie household priorities to sales targets, turning family support into motivation.
Sometimes it's confusing for companies that the people that are working for you are not highly motivated by putting more money in your bank account.
What? No way.
I know. It's really, it's really shocking, isn't it? Just beating people over their head with the sales plan is not going to get it done right. You have to crack the 2575 rules. This is something that I've used for a long time and it's really helped as a leader. I believe that people would just give me about 25% of themselves to hit the baseline level to not get fired. Now, some of this is a little bit of a Jedi mind trick, but the 75% is what I was focusing on. How could I get them to eagerly volunteer that other 75%? And that's the difference between somebody that is here and is doing 5x what they were doing before. So tapping into their personal and doing so one of the things that I would do every year is do a life plan with everybody and we flush out their personal banner goals and then tying a direct line from their personal sales goal and how that's going to impact what they're going to do. So I'll give you an example. Like one of one of my reps at one time had said he got his whole family together, sat him down and said, this is what's going to happen. I'm going to sell X amount this year. And by doing that, we're going to be able to come debt free. And this is going to allow you kids to have all the, you know, you want to do these sports and these other activities. It's going to really open up the door so we can all do it. So I want everybody to support this because I'm going to have to be putting in some extra hours to get this done. So I sit down with everybody and talk to them about that. And so when I'm talking to them about how things are going this year, I'm tying it back to that. And if things aren't going that right direction, sometimes you've got to decide to pull out.
