An executive gave me a great piece of advice the other day, and I think this applies to sales managers and to sales people (actually – employees in general):
When he first started into management – his biggest shock was that not everyone is motivated in the same way. He was motivated by wanting to move up and to take on bigger challenges. But many of his people, who were solid performers, did not want the same thing. Many of his people were happy with their life the way it was, they did not need a promotion, they did not need a change in job role or a big challenging project – they were happy. What motivates people is often different – some people want to climb the corporate ladder, some people are motivated by money, others by family, charity, church and their life outside the office. And that is alright.
Diversity should be cherished. To be effective in sales or management, I believe that you really need to understand what motivates people, and understanding that everyone is different should always be at the forefront of one’s mind.