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The difference between sales performance above expectation and sales performance below expectation is largely determined by small things that a sales manager can do every day to keep his sales team at the top of their game and highly motivated.
Posted: 2010-12-21
Category: Management
Motivating your sales team is just one aspect of the job of a sales manager, but it is all encompassing in that it also includes all of the other things that you do as a sales manager. Sales managers are not only coaching and leading, but there should also be an undercurrent of motivation in everything and anything that you do.
Posted: 2010-12-21
Category: Management
The sales person who is motivated primarily by praise and encouragement is probably the most prevalent motivational profile that you will have on your sales team.
Posted: 2010-12-21
Category: Business
You need to set the tone and set out a vision of where you want the team to head, over-performance from a sales performance standpoint. As far as leading and motivating, it comes down to individual tactics and techniques that you need to use with each one of your sales people because they are all motivated by different forces.
Posted: 2010-12-21
Category: Management
When you are setting goals, there are a lot of factors to keep in mind that are danger spots and pitfalls of goal setting. As part of the “don’t do this as a sales manager” this is one of the important parts to helping you and your sales people set goals, and to make sure that you keep a very tight leash on those goals. Have control over those goals, and oversee the actions that are being taken to achieve those goals is very important.
Posted: 2010-12-21
Category: Business
If you are leading a sales force of 100 people, probably 40 % to 50% of your people have this in their motivational profile. This best part is that this profile is fairly easy to motivate. We are going to give you some highlights on what this motivational profile looks like and that start to give you tips on motivating these types of people to get sales results that you are looking for which is above goal and expectations.
Posted: 2010-12-21
Category: Business
No sales manager wants to make the torturous mistake of hiring a complete sales dud. Although a few are bound to slip in, in order to prevent this from happening to you, there are a number of ways that you can screen out a great sales rep resume, prior to actually meeting with them face to face.
Posted: 2010-10-13
Category: Sales
Sales managers are hired to solve problems. They’re also hired to lead, but they end up spending an enormous time solving problems within the sales team. Say a sales person is showing consistently poor performance? Take it to the sales manager. Quarterly sales stink? Let the sales manager handle it. Hiring a new sales person? Let the sales manager take that one.
Posted: 2010-10-01
Category: Management
Where your sales rep actually falls on this continuum will makeup what we call their “motivational profile”. There are the 7 Forces of basic motivation, and they get this primarily from their genetic makeup. The point of our first two shows was to show you that the motivations of your sales people today really don’t differ a whole lot from how they were motivated as kids.
Posted: 2010-09-30
Category: Management
As effective as Masterful Praisings are in reinforcing good behavior, reprimands are as effective at curtailing bad behavior. We call em, you guessed it…”Masterful Reprimands”.
Posted: 2010-09-28
Category: Management
On this episode of Sales Management mastery we go into part 2 of our series on the Seven Forces of Sales Motivation. We continue with forces 5 through 7 and further develop our understanding with our psychology of motivating people As a quick review, we went through the first 4 of the 7 forces of sales motivation on last week’s episode.
Posted: 2010-09-27
Category: Management
No one has gotten more press on motivation, over the course of time, than Abraham Maslow. Each person, as we know, is truly motivated by a series of physiological then safety and security and belonging needs which Maslow goes into in his “Needs Hierarchy Theory”.
Posted: 2010-09-14
Category: Management
On this episode of Sales Management Mastery we teach you how to use silent might to empower you sales leadership with 5 powerful techniques
Posted: 2010-08-27
Category: Management
One of the things that prompted us to talk about this today is that I am just continually amazed at the number of sales managers that have absolutely no clue as to what actually motivates their sales reps. It’s really one of the most popular requests that we get at Sales Management Mastery is what motivate salespeople? In fact, in all the all line polls that we have done of sales manager, CEO’s, sales trainers, this comes up as the number on demand for anyone engaged in our surveys on line
Posted: 2010-08-27
Category: Sales
Great leaders in business, especially those in the sales world, have often regarded people skills as their greatest assets in motivating as well as leading.
Posted: 2010-08-27
Category: Management
