Re-Ignite The Fire

David asks how to re-ignite a team member's fire once they have reached a financial goal of theirs. Dave cautions against a team member who is just there to collect a check.

QUESTION: David from Tennessee asks how to re-ignite a team member’s fire once they have reached a financial goal of theirs. Dave loves team members who go out and get the sales, but cautions against a team member who is just there to collect a check.

ANSWER: If a team member is on some type of commission and they’re bringing you more than they cost you per unit and they get tired of making money, we call those types of people tigers. If you have a straight commission or commission-based role, you want a tiger in there. You don’t want a llama. You want a tiger who enjoys the chase. If they aren’t that kind of person, you’ve got the wrong guy or wrong gal. You may have to do some turnover there. That, or you’re going to have to hire some help—one of the two—and bring someone else in who makes more than they cost you per unit. If you’ve got your comp plan set wrong where they’re not making you more than they cost you, then you’ve got another issue. Lastly, it’s a little difficult to change things with folks who are already there. You can begin to talk to them about it, change the environment around them and give them every opportunity to change, but we require our team to be members of a crusade. We require them to be on fire about what we’re doing. You’ve got to love your job, you’ve got to love why you’re here, and you’ve got to love work that matters. If you don’t love all that, you don’t need to be on this team. We’re a Super Bowl team. We’re not playing for the playoffs; we’re playing for the ring every time.

You don’t want to go home from a class like this and start cramming this down everyone’s throat. This is a gradual, gentle process. The first thing you do is surround them with a bunch of winners and see if they become a winner. I’m not going to just accept that it’s okay for them to be half-butt, which is what you’re describing. I’m not okay with that idea.

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