The most common word use in sales is hunger.
I had a conversation with Harris recently. He mentioned that the key question that he always asks his sales managers when they ask him to interview a potential sales executive is “how hungry the candidate is”. Such story makes me smile. Remembering the same experience during my early days in sales, that is indeed a great question.
In sales and especially in entrepreneurship. Regardless your professional background, the moment you become an entrepreneur, you must become a great sales person to have a high chance of success in your business endeavours.
Hunger makes all the difference. It comes in both monetary and non-monetary values. It can be natural and personal. It can also be systemically driven to drive desired performance. Some examples are:
Where’s the money?
You absolutely need a sales person who cares about money. Someone who goes to work because he or she wants to make lots of money. The same applies for entrepreneurs. Once a specific amount of money becomes your goal, you will work tirelessly to achieve that.
Everyone has his or her own motivation. Maria treks at least three times a year because she enjoys traveling to new places, meet new people, learn new culture and challenge herself to work hard to stay healthy. She ensures that she allocates time to commit to these activities regardless how busy she is. With clear personal motivation, she can easily prioritize what really matters to her.
Rewards and recognitions
Hunger must be incrementally enhanced in a systemic way. For instance, if you are facing a tough quarter, you may want to consider launching a campaign to promote your non-performing products with some handsome pay-out for those able to make great sales. Such rewards will motivate your team members to put in the extra effort to support you to achieve the desired results.
Learning is another great tool that you can leverage on. Create a culture of continuous learning in your organization or community which encourages people to venture into new things, capture key learnings and repeat the good practice for bigger things. The learning culture will systemically drive your organization and team members to always perform better than expected. They will continue capturing key incidents as key learning and will improve their execution when faced with similar situations in the future.
At the end of the day, it is critical for you to assess yourself and understand where you stand. You absolutely need to have some level of hunger to achieve greatness.
Do you know your hunger index today?