Getting Over That Slump (personal or team)

Anytime you're in a leadership position, you are faced with the question of how best to motivate yourself and those who work under you. There are countless philosophies and ideas out there, all claiming to be exactly what you need. The truth is, there is no one perfect answer. What works at one time will not always work the next time. There are team dynamics that you must always be in tune with.

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For example, suppose you offer a trip to Hawaii for the quarter's highest closer. If newer or less experienced reps feel like they can't stack up against the competition, then not only will they feel discouraged, but they may actually feel like there's not much use in trying. They will then become even less productive. Some reps will respond to cash rewards, while others are incited even more by praise and recognition. As Maslow said, "If the only tool in your toolbox is a hammer, then you will treat everyone like a nail."

The truth is, everyone is not a nail. To be an effective motivator, you need to become an acutely attuned student of human nature and understand what makes people tick. Not until you do this on an individual level can you integrate your observations into a team-incentive approach that will work for the whole. If you can't motivate yourself – it is very difficult to motivate others. The good news is the formula is the same for motivating a team or motivating yourself. Listen to the podcast for specific tools to get out of any slump.

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