Salespeople: What Motivates You?

May 18, 2013

Adam Schaffer

Adam Schaffer is Vice President, Tradeshows and Exhibitions for HelmsBriscoe and a member of the IAEE Senior Executives Programming Task Force.

I have probably interviewed well over 200 salespeople in the last 20 years when I was seeking to fill various positions. One question I always ask every candidate is:

“On a scale of 1 to 10, with 1 being ‘not at all’ and 10 being ‘obsessed’, how motivated are you by money?”

If you want to work for me, the answer needs to be a 9 or a 10.  Mostly, the response I get is “well … a 5 … because family and other things are more important …”   This is a great response also and family is, unequivocally, more important. However, if you are in sales, you need to be motivated by money. and there is nothing wrong with that.

Being motivated by money isn’t bad.  Some people fear admitting this.  It simply means that you understand we live in a world where money allows you to make decisions. 

My motivations include providing for my family, sending my kids to college, traveling, saving and having a nice TV where I can watch my USC Trojans play football.  Yours might be to donate a lot of money to your church or temple, or to a charity you are passionate about, or drive a special car, or buy shoes. 

Of course, underneath the money is the real motivation: success and achievement.  Hopefully we are all motivated by this in whatever we choose to do.  Sales people are a bit unique as most are paid on what they sell – the old ‘eat what you kill’ paradigm.   Money IS a way to measure success and achievement, but certainly not the only way. 

As the tradeshow business evolves to a relationship sales model (See my “In Event Sales, Relationships Matter” blog HERE) one of the most rewarding things that can happen are a client referring another client, securing a new big account and ,of course, winning an account from the competition.  In sales, you also learn a lot about a client’s business.  That is exceptionally rewarding – and fascinating.  You can become part of their own sales and marketing solution.

Of course, one of the real rewards is in the relationships you develop over the years.  I have dear friends that are, or were, customers.  We have had dinner at each other’s homes, babysat the kids and even travelled together.  These relationships are definitely more important than money, but they are all part of the overall reward that comes from being in sales.  And there are many rewards.

So … I ask:  What motivates you?  Think about it.  You work hard, deal with rejection and fend off the competition all for a host of rewards.  Sales is a career, not just a job.  And it should be about more than the money, but that focus is an excellent window into what really motivates you. 

Good selling.

Add new comment

Partner Voices
Overview: The award-winning Orange County Convention Center (OCCC) goes the extra mile to make every day extraordinary by offering customer service excellence and industry-leading partnerships. From their dedicated in-house Rigging team to their robust Exhibitor Services, The Center of Hospitality brings your imagination to life by helping you host unforgettable meetings and events. With more than 2 million square feet of exhibit space, world-class services and a dream destination, we are committed to making even the most ambitious conventions a reality. In October 2023, the Orange County Board of County Commissioners voted to approve allocating Tourist Development Tax funding for the $560 million Phase 5A completion of the OCCC. The Convention Way Grand Concourse project will include enhancements to the North-South Building, featuring an additional 60,000 square feet of meeting space, an 80,000- square-foot ballroom and new entry to the North-South Building along Convention Way. “We are thrilled to begin work on completing our North-South Building which will allow us to meet the growing needs of our clients,” said OCCC Executive Director Mark Tester. “As an economic driver for the community, this project will provide the Center with connectivity and meeting space to host more events and continue to infuse the local economy with new money and expanding business opportunities.” Amenities: The Center of Hospitality goes above and beyond by offering world-class customer service and industry-leading partnerships. From the largest convention center Wi-Fi network to custom LAN/WAN design, the Center takes pride in enhancing exhibitor and customer experience.  The OCCC is the exclusive provider of electricity (24-hour power at no additional cost), aerial rigging and lighting, water, natural gas and propane, compressed air, and cable TV services. Convenience The Center is at the epicenter of the destination, with an abundance of hotels, restaurants, and attractions within walking distance. Pedestrian bridges connect both buildings to more than 5,200 rooms and is within a 15-minute drive from the Orlando International Airport. The convenience of the location goes hand-in-hand with top notch service to help meet an event’s every need. Gold Key Members The OCCC’s Gold Key Members represent the best of the best when it comes to exceptional service and exclusive benefits for clients, exhibitors and guests. The Center’s Gold Key memberships with Universal Orlando Resort, SeaWorld Orlando and Walt Disney World greatly enhance meeting planner and attendee experiences offering world-renowned venues, immersive experiences and creative resources for their events. OCCC Events: This fiscal year, the OCCC is projected to host 168 events, 1.7 million attendees, and $2.9 billion in economic impact.  The Center’s top five events during their 2022-2023 fiscal year included:  AAU Jr. National Volleyball Championships 2023 200,000 Attendees $257 Million in Economic Impact MEGACON 2023 160,000 Attendees $205 Million in Economic Impact Open Championship Series 2023 69,500 Attendees $89 Million in Economic Impact Sunshine Classic 2023 42,000 Attendees $54 Million in Economic Impact Premiere Orlando 2023 42,000 Attendees $108 Million in Economic Impact