What inspires you to be the best sales representative in your company? Is it to take a vacation to Hawaii?
Is it to earn enough to buy your significant other a horse? Or maybe you just want to have money and live comfortably.
Despite naming off different common wants most people want in their lives, many salespeople don’t know what they really want. So, how do you dig deeper into your wants and discover your real desires?
In this episode of the TSE podcast, host Donald Kelly speaks with Travis Ashby, a seasoned sales professional, on the deeper desires of salespeople beyond monetary incentives. Travis shares his journey of finding his purpose and how it led him to create a platform that helps sales leaders understand and support their team’s goals and ambitions.
The Changing Landscape of Sales Incentives
- Travis highlights how the world of sales has evolved, particularly in light of recent events like COVID and the “great resignation.”
- He explains that today, salespeople are looking for more than just a paycheck, and leaders must adapt their approach to motivate and retain their sales teams.
Going Beyond Transactional Motivation
- Travis emphasizes that monetary incentives and transactional rewards such as gift cards, cash bonuses, and swag have historically driven sales.
- However, he believes that true motivation and happiness in sales come from aligning personal goals with company objectives.
Helping Sales Reps Discover their True Desires
- Travis reveals that when asked about their goals, many sales reps struggle to articulate their desires beyond surface-level wants like money or a vacation.
- He emphasizes the importance of leaders taking the time to dig deep and understand what truly brings happiness and fulfillment to each team member’s life.
The Power of Public Goals and Accountability
- By visualizing and sharing their goals with others, salespeople experience a sense of accountability and support.
- Travis introduces his concept of an “inspiration engine,” a tool that helps individuals analyze their personal happiness equation and take actionable steps toward their goals.
- When others are aware of these goals, they can offer assistance, encouragement, and hold individuals accountable for their progress.
The Value of “Sacred Money”
- Travis shares a personal story about his mother’s passing and the lessons he learned from it.
- He explains the concept of “sacred money” – money intentionally set aside for things that bring happiness and fulfillment.
- By adopting this mindset, sales reps can align their financial resources with their deepest desires, whether it’s surprising a loved one, pursuing a passion, or overcoming obstacles.
Fostering a Culture of Care
- Travis emphasizes the importance of managers caring about their sales team members’ personal and professional aspirations.
- He encourages leaders to ask meaningful questions about their team’s happiness equation, helping them uncover what truly matters and taking steps to support their goals.
Travis concludes the episode by highlighting the need for trust between companies and employees. He introduces “WorkLyfe,” a platform that acts as a third-party intermediary, fostering trust and privacy while facilitating the alignment of personal and company goals. By encouraging a communal approach to supporting individual goals, WorkLyfe aims to revolutionize sales leadership and create happier, more fulfilled sales teams.
- This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
- This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
- This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
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