One of my favourite cocktails is a Vodka Martini. That has four distinct elements - vodka, vermouth, olives and ice - it's delicious.
In a similar manner, it's recently been found out and popularised by Simon Sinek, that pleasure or motivation is made in the human brain with four distinct chemicals, and our role as a sales leader can become much simpler if we understand how these elements influence our sales team and provide an environment to inspire.
They're known as EDSO - endorphins, dopamine, serotonin and oxytocin.
Mixed together, they make clear why humans are motivated and why salespeople do what they do. This is essential knowledge for any sales leader. Allow me to Arbeitsmobel clarify further.
Endorphins Today, I performed squash with my best buddy Paul; he defeat me 2: 1, it was close and We played better than We normally do. When the game started, my right arm ached a little. I thought this was heading to hurt but after 10 minutes of starting to warm up, my brain created hormones which eradicated the pain and I could continue.
Although I lost, it was close and I experienced euphoric afterwards. However, We can feel just a little soreness now as I type on the keyboard.
Hormones do just what they are designed to do. They will mask pain when making or exercising and provide you a high to incentive you and encourage you to definitely come back.
You create your own endorphins by:
Smelling some vanilla or lavender A little exercise Looking for out daily fun Eating some dark chocolate Listening to music Eating something hot and spicy
All sales leaders should provide opportunities for their team to generate endorphins. They can offer exercise time and equipment, gym goes by, showers at work: Engender fun at work, laughter as a culture: Permit music, have a playlist of tunes that motivate and change your state.
Dopamine In my first sales job back in the 80s, when I shut a deal, I'd thrown my pen in the air and cheer. Boy it felt good. Little did I know that was dopamine kicking in. I adored it and it influenced me to get more sales. This can get addictive though and occasionally when the deals dried up, I actually could come crashing down.
Accomplishments trigger dopamine. Goals, achievements and objectives are ticked off. To-do lists are favourites with many salespeople and the routine of crossing off and finally completing the whole list gives them so much pleasure - a shot of dopamine.
Dopamine's real role though is to encourage more successes, however small these are generally and in ancient times, finding food was enough to trigger a burst of the chemical. Finding food meant you would stay alive also it still works by merely eating.
That is where dopamine can become dangerous, since it's massively habit forming, similar to alcohol dependence or gambling habits. Checking your phone every five minutes gives you a hit, especially if you've received some likes on your Instagram posting or Facebook up-date. I see people in my gym, admittedly the young generation, picking up their phone every 5 minutes. A vibration in their pocket means they must look; it's addictive and it's dopamine creating the compulsion.
Sales leaders can help their sales team get hits of dopamine. They could reward them for attaining the small goals that lead to ultimate victory, rather than just the final triumph. They will can show them how to collapse giant goals into bite sized chunks which is often attained quickly.