Motivation sounds like an abstract concept that can mean a lot of different things to different people. Basically, however, motivation comes down to what drives an individual. What is it that forces a direct sales consultant want to succeed, and work to succeed? And how can you encourage your team members to reach their goals?
According to one online article, experiments were conducted in the 70′s that concluded that there exists 4 basic learning personalities and styles. They are, Why(people who desire to understand and know why they should do something), What(persons who want to be told the exact details of what needs to be done), How(individuals who want to be told what they need to accomplish a task), and What If (individuals who desire to think about the consequences associated with doing something).
Every one of these personalities are, in essence, motivated by a different aspect of the same info. Now, if you have Why group members, they don’t concern themselves nearly as much about the way to accomplish a job as the details behind the reason for doing the task.
In the same way, a How Type group member won’t always need to be told the reason a certain process works, but will mostly need to be told how to make that process work. Understanding the differences in personality types and what each person has to have will help you be able to give the right information to get a group member to act. For instance, if you desire for your group members to sell twenty cheap ebooks during the next week, you will have to make sure all the types of personality has the encourage on hand to make them want to sell those ebooks.
Information for each one might include different things.
The What If type kind might need the following approach. If the member sells twenty ebooks, the team member’s commission and sales will rise, she or he will win an award and get recognition from the team.
The What kind might have to have the following approach used. That individual can increase customer contacts in the following week in order to sell 20 ebooks to achieve the team’s goal.
The Why type kind may need the following method used. The real reason is because the organization is promoting this special new ebook design and they want to see how well it’s received by customers in a certain region.
The How type kind might need the following approach used. Make telephone calls to current clients, text friends and co-workers, send emails to family members and prospects, etc.
Each of these factors are different, but the desired result, which is to distribute more ebooks, is exactly the same. It’s just trying to determining what excites your group, and then providing those motivators.
Typically, if these learning styles don’t get what they need for encouragement, they will in many cases, tune out the information and figure that it really doesn’t apply.
Most teams will have members from each different styles. That’s why it’s crucial that when communicating with the team members, you give each of these aspects of info; the Why, What, How, and What If?
A person can figure out how to better decipher team members by spending time with them, listening to them when they talk, and learning to recognize which motivational personality group they fit within. Doing so will help you provide the motivation to help them succeed, as well as you, too!
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