I constantly encounter the opinion that “real salespeople” should be motivated by money. The more extreme version of this belief suggests that it’s impossible to see someone as a good salesperson if money isn’t the most important thing in their life. Moreover, when people try to interact with someone “as a salesperson,” everything tends to be reduced to money. It gets even worse when a salesperson is talking to someone who views them as a “mercenary creature,” interpreting all of the salesperson’s behavior from that perspective and assuming in advance that the salesperson is only interested in money.
It’s the same as thinking that a fisherman is motivated by the fish rather than the act of fishing itself. Yes, the catch is important, and the feeling of a taut line gives a rush of adrenaline. It’s important to boast about your catch. It’s important to know the best fishing spots and to understand bait, fish behavior, and the “values” of different fish species. But offer a fisherman a bucket of fish instead of the experience of fishing, and he will spit in your face. Are those who care about the fish rather than the fishing called fishermen? Those who “catch” with an “electric rod,” “television,” or “dynamite”? No. They are called poachers.
When building a sales department or a sales system, step away from the notion that a salesperson is necessarily a “greedy and mercenary jerk.” Yes, a salesperson needs to sell, and they need products that are sellable; sales volumes, locations with more customers, and the speed of closing deals are important to them. It’s also crucial for salespeople to be well-served themselves and to be treated with respect and humanity. You might tell me that most of the salespeople you’ve encountered are “greedy and mercenary jerks,” and I would simply respond that this happens because employers, in their quest to hire what they perceive as the “most effective” candidates, often choose individuals with that very behavioral type. Then they are surprised when the market is depleted, when there are no customers left, and those that remain try to avoid salespeople at all costs. What is there to be surprised about? They got what they asked for, so to speak. Against this backdrop, those salespeople who can build sincere, open, and honest relationships start to stand out. These are the salespeople whose flow of customers will never run dry.