The CRAP Report

Everyone’s motivated by something, right?  I mean, whether you’re Beanie Campbell and your motivation to start a frat in your thirties is so that you can help a friend find a girl, or you’re Seth Davis and your motivation to become a stock broker is to impress your ever-disapproving father, everyone is motivated by something.  Easily, one of the top 100 qualities of a great TPR is that they have an understanding of what motivates them.

A TPR who knows what they’re motivated by can be a dangerous person.  I mean, you’ve got someone who is going to be able to tell his/her manager how best to incent them.  I once had a team of TPR’s who were not motivated by money. 

Seriously. 

I don’t know where these guys came from, but money didn’t do it for them.  I was struggling to motivate them because when we would run monthly SPIFF’s, there wasn’t that air of intensity that you would typically expect in a sales contest.  So I asked them what was up.  “What is it that motivates you guys!?,” I asked them.  You know what they were motivated by?  Prizes, gadgets, concert tickets, etc.  Taking that information, I ran a contest with the prize being dinner and a night away at Mohegan Sun.  The winner passed 37 quality sales opportunities to her client while simultaneously setting a TPR record for our company (Thanks Jess!).  Had I put another cash incentive in front of them, I wouldn’t have seen that type of output. 

I’ll tell you why this is a top 100 quality:  A TPR who knows what motivates them ensures that they keep their eyes on the main prize – valuable, fully qualified sales opportunities.  A TPR who understands what motivates them, and furthermore, can vocalize that, is a valuable asset to any lead gen team.