Salespeople: What Motivates You?
May 18, 2013
I have probably interviewed well over 200 salespeople in the last 20 years when I was seeking to fill various positions. One question I always ask every candidate is:
“On a scale of 1 to 10, with 1 being ‘not at all’ and 10 being ‘obsessed’, how motivated are you by money?”
If you want to work for me, the answer needs to be a 9 or a 10. Mostly, the response I get is “well … a 5 … because family and other things are more important …” This is a great response also and family is, unequivocally, more important. However, if you are in sales, you need to be motivated by money. and there is nothing wrong with that.
Being motivated by money isn’t bad. Some people fear admitting this. It simply means that you understand we live in a world where money allows you to make decisions.
My motivations include providing for my family, sending my kids to college, traveling, saving and having a nice TV where I can watch my USC Trojans play football. Yours might be to donate a lot of money to your church or temple, or to a charity you are passionate about, or drive a special car, or buy shoes.
Of course, underneath the money is the real motivation: success and achievement. Hopefully we are all motivated by this in whatever we choose to do. Sales people are a bit unique as most are paid on what they sell – the old ‘eat what you kill’ paradigm. Money IS a way to measure success and achievement, but certainly not the only way.
As the tradeshow business evolves to a relationship sales model (See my “In Event Sales, Relationships Matter” blog HERE) one of the most rewarding things that can happen are a client referring another client, securing a new big account and ,of course, winning an account from the competition. In sales, you also learn a lot about a client’s business. That is exceptionally rewarding – and fascinating. You can become part of their own sales and marketing solution.
Of course, one of the real rewards is in the relationships you develop over the years. I have dear friends that are, or were, customers. We have had dinner at each other’s homes, babysat the kids and even travelled together. These relationships are definitely more important than money, but they are all part of the overall reward that comes from being in sales. And there are many rewards.
So … I ask: What motivates you? Think about it. You work hard, deal with rejection and fend off the competition all for a host of rewards. Sales is a career, not just a job. And it should be about more than the money, but that focus is an excellent window into what really motivates you.
Good selling.
Partner Voices
MGM Resorts is committed to fostering an inclusive and diverse culture, not just among employees and guests but also within its supply chain. The company prioritizes procuring goods and services from businesses owned by minorities, women, veterans, people with disabilities, LGBTQ individuals and those facing economic disadvantages. This commitment is integral to MGM Resorts' global procurement strategy.
Through its voluntary supplier diversity program, MGM Resorts actively identifies and connects certified diverse-owned suppliers to opportunities within its supply chain. The company is on track to spend at least 15% of its biddable procurement with diverse-owned businesses by 2025, demonstrating that supplier diversity is not only a social responsibility but also a strategic business imperative.
Supplier diversity isn’t just the right thing to do – it’s good for business. A diverse supply chain allows access to a broader range of perspectives and experience, helping to drive innovation, entrepreneurship and resilience, while strengthening communities. At MGM Resorts, engaging diverse suppliers ensures best-in-class experiences for guests and clients. Supplier diversity ensures a more resilient supply chain while supporting economic development in the communities in which it operates.
The impact of MGM Resorts' supplier diversity initiatives is significant. In 2023, these efforts supported over 3,500 jobs across more than 30 states, contributed over $214 million in income for diverse-owned businesses and generated more than $62 million in tax revenue. The story extends beyond the numbers – it reflects the tangible benefits brought to small and diverse-owned businesses, fostering economic empowerment in their communities.
MGM Resorts also supports the development and business skills of diverse-owned businesses through investment, mentorship and education. Through the MGM Resorts Supplier Diversity Mentorship Program, the company identifies, mentors and develops diverse-owned businesses to fill its future pipeline, while providing businesses with tools and resources to empower and uplift. Since 2017, the program has successfully graduated 105 diverse-owned businesses and is on track to achieve its goal of 150 graduates by 2025.
MGM Resorts’ commitment to supplier diversity not only enhances its business operations but also plays a crucial role in uplifting communities and fostering economic development. This approach reinforces the idea that diversity is a powerful driver of innovation and resilience, benefiting both the company and the wider community.
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