|
|
Like this article? PLEASE +1 it! |  |
|
3rd of the Top 10 Kurlan Sales Management Functions
Written by: Dave KurlanArticle Overview: This is the third in my series of the 10 Kurlan Sales Management Functions. #3 - MOTIVATION Motivating your salespeople comes down to getting them to: 1. Do what they won't do on their own; 2. Change their behavior; 3. Do more of what they are already doing; 4. Have more of a sense of urgency; 5. Over Achieve More...
 |
Free Download - Sales Courage and Resilience By Dave Kurlan |
3rd of the Top 10 Kurlan Sales Management Functions
This is the third in my series of the 10 Kurlan Sales Management Functions.
#3 - MOTIVATION
Motivating your salespeople comes down to getting them to:
1. Do what they won't do on their own;
2. Change their behavior;
3. Do more of what they are already doing;
4. Have more of a sense of urgency;
5. Over Achieve
The methods for motivating your salespeople include:
1. Fear - This is much more powerful than you know! They are afraid of losing their job.
2. Consequences - What will happen if they don't do what you need them to? Develop some consequences today and follow through. You won't have to follow through more than once!
3. Their Need for Approval - If they have need for approval, they have it from you and you can use that to your advantage. Use words like, "I am really disappointed by..."
4. Their Dreams - What they want more than anything, as in, "how close are you to getting that new boat in the water?"
5. Compensation - They are money motivated, right?
6. Incentives - If you structure an incentive program correctly - no more than 90 days, they pick the prize, many categories and many winners - this can be quite powerful.
7. Public Recognition - for some, nothing is a greater motivator than being recognized throughout the team, region, company, or industry.
8. Awards - There is a spot on a bookshelf just waiting for that trophy...
9. Praise - Especially if you don't give it out very often, what they will do just to hear a positive word from you...
10. Growth - Often overlooked, some salespeople are there for the growth opportunity and career path. Think promotions.
11. Sales Meetings - The most under-utilized, misused, opportunity to motivate, ever!
I have written about Motivation quite often and have devoted an entire series of articles to it.
Here's a video of me talking about Motivation.
Finally, there is nothing more powerful than finishing every conversation, meeting and interaction with some kind of call to action.
Why not comment below with your favorite motivational success - the thing that motivated you to do something special or the thing that motivated one or many of your salespeople to do something special. You'll get recognized for it...
Top 10 Kurlan Sales Management Functions - What's Missing?
7th of the 10 Kurlan Sales Management Functions
10th of the Top 10 Kurlan Sales Management Functions
5th of the Top 10 Kurlan Sales Management Functions
4th of the Top 10 Kurlan Sales Management Functions
Article Tags: bookshelf, br, career path, consequences, dreams, fear, growth opportunity, incentive program, incentives, job, management functions, motivation, motivator, promotions, public recognition, sales management, sales meetings, salespeople, sense of urgency, trophy
|
About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website  Click here to visit Dave's website   Salesperson Selection Predict Sales Turnover Visual Pipeline |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Seek Venture Capital & Funding
- Hello,
Greetings from India.
I am Seeking Venture Capital for Offshore Software Company Start-up. Need advise along with Business Model Sample.
I have a basic outline for an offshore company.
1. Technology - like Microsoft Dot Net, Java, LAMP
2. Talent Team - Found Good Technology Developers.
3. Where I can get the leads/potential customers - Leads have been identified who are willing to move forward offshore projects.
4. I do not have resources like funding. It is a very critical factor to me
Industries: Manufacturing, Real Estate, Retail, Insurance, Distribution & Logistics, Healthcare, Industry Associations and Software Product Development, Agricultural Industries and Etc.
Services: Offshore Software Development Company.
Offices to be located: Hyderabad, Andhra Pradesh, India and USA.
Products/Services/Applications in areas like POS & Billing, Sales & Distribution, Production Planning, Material Management, Inventory Control, Plant Maintenance, Purchasing, Accounting and Logistics. Dynamic Web Programming with Database Driven Content Management Systems, Online Stores for E-Commerce, B2B Solutions, Community Portals, Website Redesign and Development, Custom ERP with Enterprise Wide Functional Modules such as Marketing, CRM, Accounting, Inventory Control, Sales & Distribution, Production Planning, Purchase & Stores, Logistics and Supply Chain.
Seek your further questions and help.
Thank you,
Best Regards, Jayapratap.
No B.S. Time Management
- A great book I read on Time Management is No B.S. Time Management for Entrepreneurs by Dan Kennedy.
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Different Hats
- CEO Sales & Marketing & Leadership Development Company
Strategic Vision 10
Alliances & Growth Strategies 10
Hiring & Managing People 8
Mentoring 8-9
Strategic Planning for Clients 10
Execution of Marketing Campaigns 9-10 (i have great people who do the nitty gritty)
Financial Management 9
Bookkeeping 3 (outsourced as I really hate the fine details like GST0
Administrative Follow Up 6-7 (again have great staff)
Writing & Publishing 9 (getting better all the time!)
Speaking 10 (so I have been told)
Self Promotion 9-10
Web development & Promotion 6-7 (learning more and have brought on players who are 10+)
Babysitting Employees (1 - wont do it, that's why I work so hard to hire and motivate the people I have)
Great topic Kevin!!
Jude
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: Canada Mortgage, Mortgage Canada Rates
Simon Fuller Quotes
Lesson #3: “Tell ‘em quick and tell ‘em often”
Searching for the Stars: How Yang and Filo Took Their Business to New Heights
Salesperson Wimp-Out: I Need Help 
February 2012 Top 100 Leadership Experts to Follow on Twitter
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
The five pillars of internet marketing strategy
Purchasing Real Estate using the SBA 504 Loan
Work at home Opportunities for the Disabled
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.