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Get Great Results From Salespeople By Finding What Really Moves Them.(A)(MANAGING THE SUCCESSFUL COMPANY)
Byline: Adelia Cellini Linecker
Before he became secretary of state, Colin Powell's average take for a one-hour motivational speech was $60,000. His clients read like a Who's Who of corporate America: American Express, Miller Brewing, Sun Microsystems.
Many companies spend big bucks hiring celebrities to pump up their salespeople. But the money often could be better spent.
Andy Zoltners, a marketing professor at Northwestern University's J.L. Kellogg Graduate School of Management, sees little to gain from hiring such speakers:
"I'm going to listen, I'm going to walk out . . . and I'm going to say, "Cool.' I'll be hyped for about 15 minutes, and then it's over."
The Big Picture
Experts say the best way to motivate salespeople is to show, not tell. Give them tools and support, and they'll be motivated.
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