The scheme “I pay – let it work” is a thing of the past. Material motivation is no longer enough. Especially in sales.
So how do you inspire your employees to do great things? In the book “Inspiring sales teams”. – The results of a study that Maxim Batyrev and Nikolai Lazarev have been conducting for 17 years. At first they created a system of tools “for themselves”, then they studied the experience of leading companies, and then they began to help increase sales to others.
When they talk about “non-material motivation”, the example given is subscriptions to swimming pools, gift certificates, training. But these are also tangible things. This book will talk about things that are either not worth the money at all, or almost.
What’s wrong with material motivation?
First of all, a new generation of people has grown up for whom money is no longer the most important thing. But such things as self-realization, development, respect and interest in personality have gained importance.
Second, the Russian labor market is feeling the effects of the demographic crisis of the “wild 90s. There is a labor deficit of 2.2 million people, and the total number of workers has fallen to its lowest level since 2005 – 74.3 million. And it continues to decline.
Competition for labor resources is growing. Employees need to be retained, engaged and inspired. And money is not enough for that.
This is the second book by Maxim Batyrev and Nikolai Lazarev. The first one, “Arming Sales Departments”. – about sales tools, and this one is about motivation. The books complement each other, like halves of one whole.
“Every tool we created personally, with our own hands, invented, debated, implemented, and refined,” the authors say. – As a matter of principle, the book does not include any tool that we have not used or that we have not adapted to and incorporated into the working mechanism.
Here’s what awaits you:
“The Big Bold Hairy Goal”: what is bhagi
– The Art of the Poster: how to design a workspace
– A book of records and sonorous titles for the best
– A playful format for performance reviews
– Things like a fairy tale
– Morning rounds and greetings by name
..209 pages of tools that work
A View of Tomorrow
Imagine two families. One gathers for dinner in a luxurious mansion, the other in a one-room apartment. The one in the mansion knows that tomorrow they will have to move into a regular apartment. The mood is depressed. In contrast, the other family is preparing to move into a two-room apartment: everyone is in a good mood.
The trend of events affects the person more than the environment in which he is located.
Therefore it is important to reinforce in the minds of employees the idea that the company is not standing still, but moving forward. Talk about significant events, set big goals, discuss and celebrate what has been accomplished.
Salespeople are a special profession, much needed for both the individual company and society as
“The world started spinning after someone sold something to someone!” Identify yourself: think of a department, division, team name or a name – brief, bright and clear.
The name is an element of identification, distinctiveness and specialness. There are many different cars in the world and there is Tesla. Let your sales team have a special name, too.
We have two sales teams at MIF and each has its own name: “Team A” and “Sect”. We’re ready to confirm: it’s a great unifier.
Add to that other elements of identification. A slogan that everyone will relate to. A visual symbol. A slang that only your own people can understand. And even a playlist you can use before town hall meetings, in corporate videos and at parties.
People like symbols that encapsulate ideas and meanings. The kind you can tell an intriguing story about. Cultivate them.
Who influences employees the most outside of the workplace? The answer is obvious: the people closest to them. First and foremost, husbands, wives, parents. How they feel about the company determines how long the employee will work.
To strengthen the loyalty of your relatives, arrange an “Open Door Day”: invite your relatives to visit, show the company, tell them about its history. Let them see a pleasant office, adequate colleagues, satisfied customers.
People will form an idea of the company as a decent place of work. And that means you will have allies in the families.
The book describes a system of non-financial motivation that was developed in a large Russian company. As a result the company became the market leader in the market of 300 similar companies and maintained its leading position for seven years in a row. Are you ready to repeat it?
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The post Intangible motivation: how to inspire employees. From Maxim Batyrev and Nikolai Lazarev appeared first on Business.