Sales Force
Sales Force
First of all, before your salespeople even get started, you need to make sure they have a clear contract to look to, one that adequately defines their position and outlines their role. One of the simplest ways to motivate people is to make sure they know what their expectations are with your company. Of course they are going to fail if you haven’t even made clear to them what they are supposed to be doing for you.
Along with that is to make sure that your sales team knows they can approach you to clear up any confusion or deal with any concerns that may arise. Keeping an open channel of communication will do wonders for your business.
Another proven way to motivate your sales force is to offer sales incentives. While many companies already function on commission-based business, there are other incentives that could be offered to push your staff even further. Tickets to a special event could be given to the person who generates the most successful leads, while a day at the spa could be given to the team that reaches its goals the fastest. Implement a unique incentive or two and watch your sales grow.
While you might have hired the best and the brightest that are out there, there is nary an individual that could not use some extra training. And yes, training is often a great way to motivate your team. By providing workshops or seminars that focus on providing your staff with the tools they need to reach the goals that have been set, you will also be increasing their confidence to reach those goals. And, a confident worker is a more productive worker.
Finally, you need to lead by example. If you maintain a positive attitude and a passion for your business, then it is likely to spread on down through the entire company. Conversely, if you are negative about your chances for success, then so too will be your team, and then why would they want to continue working hard?
You might not be a natural born salesperson yourself, and that’s ok, not all of us are. But, you do need to be a strong leader. As such, one of your main tasks is to keep your sales force upbeat and excited about their work. Keep in regular touch with your team and find out what would push them to work even harder. Remember, only one-third of salespeople are motivated totally by money. It’s up to you to find out what drives the other two-thirds.
Sales Force - To learn more about this author, visit Stephen Potter's Website.
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So, your recruitment team has been working around the clock to ensure your company has the best and the brightest salespeople on board. But now what? How do you ensure that your new recruits will continue to invest their full talents and energies into your companies? How do you keep your sales force motivated and passionate about working for you? While different people will be motivated by different things, there are some commonalities that you can look to. From personal experience, here are some tips I have learned.
First of all, before your salespeople even get started, you need to make sure they have a clear contract to look to, one that adequately defines their position and outlines their role. One of the simplest ways to motivate people is to make sure they know what their expectations are with your company. Of course they are going to fail if you haven’t even made clear to them what they are supposed to be doing for you.
Along with that is to make sure that your sales team knows they can approach you to clear up any confusion or deal with any concerns that may arise. Keeping an open channel of communication will do wonders for your business.
Another proven way to motivate your sales force is to offer sales incentives. While many companies already function on commission-based business, there are other incentives that could be offered to push your staff even further. Tickets to a special event could be given to the person who generates the most successful leads, while a day at the spa could be given to the team that reaches its goals the fastest. Implement a unique incentive or two and watch your sales grow.
While you might have hired the best and the brightest that are out there, there is nary an individual that could not use some extra training. And yes, training is often a great way to motivate your team. By providing workshops or seminars that focus on providing your staff with the tools they need to reach the goals that have been set, you will also be increasing their confidence to reach those goals. And, a confident worker is a more productive worker.
Finally, you need to lead by example. If you maintain a positive attitude and a passion for your business, then it is likely to spread on down through the entire company. Conversely, if you are negative about your chances for success, then so too will be your team, and then why would they want to continue working hard?
You might not be a natural born salesperson yourself, and that’s ok, not all of us are. But, you do need to be a strong leader. As such, one of your main tasks is to keep your sales force upbeat and excited about their work. Keep in regular touch with your team and find out what would push them to work even harder. Remember, only one-third of salespeople are motivated totally by money. It’s up to you to find out what drives the other two-thirds.
Sales Force - To learn more about this author, visit Stephen Potter's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Dr. John OdaJohn Oda Ph.D NLP is a business peak performance expert, an author, and speaker frequently called upon to provide corporate training, workshops and seminars for many companies in the United States. He is an expert in coaching sales and business professionals in overcoming the behaviors and obstacles that may impede their sales results and affect their bottom line. Since 1995, John has created a speaking bureau such topics, which include: time management, sales training, human diversity, leadership programs and etc. He provides companies with a strategic plan to increase their bottom line by over 25 percent yearly. - Visit Dr. John Oda's Website |
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Michel NerayMichel Neray has over 25 years of experience as an award-winning copywriter, an Internet pioneer, a tradeshow pitchman and a senior sales and marketing executive. An online pioneer, he was one of the first marketing professionals to embrace the Internet by building websites as early as 1993. In 1994, Michel co-authored a book entitled "The Great Crossover: Personal Confidence in the Age of the Microchip", which made it to Jack Canfield's Achiever's Recommended Reading List. Michel founded Portfolios.com in 1995, the world's first online source directory for creative professionals and one of the first websites based on community generated content. Since creating The Essential Message in 2003, Michel has helped thousands of independent professionals and entrepreneurs as well as growing corporations find a better way to differentiate, position and brand themselves. In 2005, his chapter "Everything Starts With A Conversation" was selected as the lead for the book, "Sales Gurus Speak Out" and re-published in 2008 for 'Awakening The Workplace Volume 3'. He is also a co-author of "In the Company of Leaders" (2008) with 40 top North American leadership experts. - Visit Michel Neray's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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