The Big “M” Word

As a very young salesman in a 5-star hotel on Waikiki Beach in Honolulu, Hawaii over 50 years ago, I recall vividly my first sales call to MARITZ TRAVEL.  

It was the first time I heard about an “incentive” group and I did not know about the word, “incentive.”  To me, it was just a piece of business, 100 rooms for 7 nights, total 700 room nights.   The client was excited to hear from me when I called and even more so that I wanted to visit him in person at his office.   Indeed, I was looking forward to the trip to St. Louis, Missouri, and to meet the client. 

While my goal on this sales trip was just to book this group, I did not realize what I would learn from the visit.    It was much more than booking business.   I was happy to close the deal and when the booking was completed, I asked if he could teach me, a young salesman about incentives.  

He described to me that the main goal of incentives was the big “M” word, MOTIVATION.  

There are many forms of incentives, but they all serve the same purpose, ie. “to motivate an action, reaction, and/or a decision.”   This was the goal of any incentive.   He was the one that taught me “people do what they are motivated to do.”   Without motivation, there will be no action. 

For the 100 sales people and their spouses that would go on this trip to Hawaii, the trip was not just a visit to the beautiful islands in the Pacific.   It had meaning.  It was a reward, something they earned from their sales efforts and performance.    They worked diligently throughout the year to meet and exceed their sales quota, and revenue goals.  The trip to Hawaii was their motivation.   It was the reason for them to sell, to WIN this award.   Companies develop various types of “incentive” programs to boost sales and drive revenue.   Whatever the award is, they understand the meaning and power of motivation.

In selling, we motivate our salespeople to sell and  the buyers to buy.  

I learned about the “M” word from an expert on that day and never looked back. 

1.    What are your incentive and motivational strategies?

2.    What incentive programs have you developed to help your salespeople?

3.    Which programs were successful?

4.    How did your sales people react to these programs? 

You want them to win the award.   If they win, it means you win.  Throughout my career, I made every effort to motivate the team, not occasionally but every day.   Hope you are making that effort also.