Tap into your reps goals

Recent research has found that external motivations such as bonuses and contests have only a short term effect. This is due to a phenomenom psychologists have dubbed "Hedonic Adaptation." We become accustomed to these things very quickly. We may dream of earning $50K a year but once we attain that goal, somehow $50K doesn't seem like that much money. For long term continuous motivation you need to stimulate a person's intrinsic motivations. Intrinsic motivations may not be tangible. Internal feelings like pride, a desire to prove themselves or a feeling of mastery provide. To learn what gets your reps juiced, sit down with them and talk about their goals and motivations. Ask lots of questions and encourage them to open up and share their true feelings. One of the hallmarks of a great leader is that they treat reps as individuals. They strive to learn what makes their reps tick and then develop a motivation plan for each of the people on their team.

For more on this subject, I suggest you read "Drive" by Daniel Pink. This is a very interesting book whic may change your thoughts on motivation.

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Thanks Jim Busch