Management Learning's

On Money & Motivation

Money doesn’t motivate everybody equally

You cannot always convince people with money

only.
•
You need to persuade, converse, negotiate and
engage.
•
Money is one of the several variables of
motivation. Someone needs just sweet
words and someone needs a little persuasion.
•
Tailor the approach of motivation. Use money
where it is required only
On Right Aptitude
To thrive in sales, you need right aptitude (not just
marks on your degrees).

You can be a topper in the

university and the greatest number
cruncher on planet earth but may
not be a great salesperson (an
influencer, a persuader and
negotiator.) To be a great
salesperson, you need to have right
aptitude……an aptitude of
empathy, an aptitude to see
beyond the obvious.
On Ice- breaking
“Disturbing” others is pre-requisite to be salesperson.

Asking (or disturbing people) is

pre-requisite to become a great
salesperson. If you are hesitant to
break the ice, start conversations
and ask for help and guidance and
engage people in discussions, you
then need to cultivate people skills.
Great salespeople come one step
forward, after saying hello, they
confidently say, “Can you please
help me”?
On Honesty & Integrity
What is good for the goose cannot be bad for the
gander!

Don’t expect honesty from salespeople in

the organization if you encourage them to
become kick-backers and bribers with the
clients. If organization encourages its sales
and marketing teams to bribe the clients’
organization to take orders, it is, in fact,
plowing the seeds of dishonesty in the
organizational culture. Organization has
no right to expect internal integrity and
honesty if it is promoting malpractices in
the clients’ organizations
On Customer Service
The greatest secret of success in
business: Satisfied Clients

Customer Service (24/7) makes the

organizations outsmart the
competition. In order to thrive and
excel in the business, organizations
need to cultivate a service culture
across the board. You cannot afford to
forget the customer once you take the
check.
Delighted and satisfied customers are
your ambassadors and their referral
can generate
more business than you can handle.
On Intra-preneurship
Make people Partners in business; they will be no
more Pain!
If associates are treated like partners, they
will own the organization. Allow them to
grow as the company grows. If humans
are treated as Resources and
Capital meant to be consumed and used,
they will act like leaches sucking away the
vital veins of the organization and
reaching out to the bone marrows. Sales
& Marketing people employed on fixed
salary work from 9 to 5. If they are
partners in the profitability, they will sell
even in dreams and will become killer
sales machines……timeless and space less.
Mediocre become Masterminds when
they are involved.
On Value of Zero
Even zero has the value

Zero is magical in character. It can

multiply the value of any number if
placed rightly. The lowest person in
the organizational hierarchy can do
wonders if he/she is put at the right
place. And genius can ruin the whole
game if placed wrongly. Matching of
inherent talent with job description is
critical for success of the organization.
On Inherent Quality of “Rise & Fall”
Every one is born with potential of ‘vice
& virtue’.

Every employee has both the

qualities……the qualities
of Rising & Falling in career.
Which quality is dominant,
determines your destiny.
Certain attitudes will put a
gravitational pull on you while
others will make you ‘sky’s the
beginning’ type.
On Risk Taking
Spiderman also takes the risk

Jumping out of comfort zones,

taking initiatives and playing with
risks is what makes the
difference. If you are stuck in the
grooves of ‘safety’, you end up
nowhere. The road from
Good to Great is paved with taking
initiatives. The biggest risk in life is
to avoid the risk.
Even Spiderman has to take the
risk
On Team building
You need a loyal team to build Rocket Sales
Corporation.

Great organizations are built

by great teams and not by
accident. Teams are built by
reinforced trust, mutual
respect, sharing and caring.
The trust deficit among the
team members erodes the
team spirit. Build a great
team; build a great
organization
On Gathering Intelligence
If salesperson cannot read the paper in reverse,
he/she is blind
Every Sales & Marketing person has
to keep his/her eyes and ears open
to scan the information regarding
prospects, competition and the
market influencers. In the game of
business, right information at the
right time gives you‘
unfair’ advantage. Be the corporate
Sherlock Holmes.