Managing Sales Motivation - Find the Motivational Drains
Managing Sales Motivation - Find the Motivational Drains
In order to do this you need to understand the activity chain related to the problem. This is the activity chain that leads to making new appointments for my client.
Develop a list of people to call for one-on-one appointment meetings you feel good about
Schedule a time to call for appointments
Make the calls
Schedule appointments
To identify the drain, search for the activity they still have motivation for and work on the step just above it. In this case he did not feel motivated about any activity, so we needed to focus on step one, the list.
I asked if he felt 100% comfortable that each person on the list was the type of client he would like to meet with and his answer was no. Every time he looked at the list all he could see were the names he did not want to call. This was the motivation drain.
His assignment was to trim the list down to only people he was motivated to call. His list went from 50 down to 11. He started making calls again and scheduling new appointments. The total amount of time invested in this exercise for me as his manager was 5-10 minutes. He now understands how to find this drain next time. I did not need to pump him up, or chew him out. My job as a manager was to identify the drain, plug it and let him get back to business.
When you have clearly defined sales processes it will make it easier to find and review activity chains. You can then more easily identify motivation drains and help your reps sell more products and services.
Managing Sales Motivation Find the Motivational Drains - To learn more about this author, visit Rene Zamora's Website.
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Finding a sales reps “motivation drain” is a skill every sales manager should sharpen. It is needed when specific sales activity slows or stops. I was working with a client and his motivation and activity to making new appointment calls had stopped. He had excuses and reasons for not calling which in many cases will frustrate a sales manager and lead to a quick “pump them up” or “shake them down”. Rather than do that, invest a little time, build trust, educate and increase motivation by helping your rep find their “motivation drain”.
In order to do this you need to understand the activity chain related to the problem. This is the activity chain that leads to making new appointments for my client.
Develop a list of people to call for one-on-one appointment meetings you feel good about
Schedule a time to call for appointments
Make the calls
Schedule appointments
To identify the drain, search for the activity they still have motivation for and work on the step just above it. In this case he did not feel motivated about any activity, so we needed to focus on step one, the list.
I asked if he felt 100% comfortable that each person on the list was the type of client he would like to meet with and his answer was no. Every time he looked at the list all he could see were the names he did not want to call. This was the motivation drain.
His assignment was to trim the list down to only people he was motivated to call. His list went from 50 down to 11. He started making calls again and scheduling new appointments. The total amount of time invested in this exercise for me as his manager was 5-10 minutes. He now understands how to find this drain next time. I did not need to pump him up, or chew him out. My job as a manager was to identify the drain, plug it and let him get back to business.
When you have clearly defined sales processes it will make it easier to find and review activity chains. You can then more easily identify motivation drains and help your reps sell more products and services.
Managing Sales Motivation Find the Motivational Drains - To learn more about this author, visit Rene Zamora'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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 Rene Zamora (Visit Rene's Website) My name is Rene Zamora and I am the President of Sales Manager Now. The concept of bringing professional sales management services to small businesses evolved through my own professional experience. Twenty seven years of sales and sales management experience combined with a training and consulting practice(www.renezamora .net) birthed Sales Manager Now. The vision was two fold. First, make it possible for professional sales managers like myself to work with small business and escape the corporate environment. Secondly, bring high level sales management to progressive small businesses at an affordable fee. When I say sales management, that is what I mean, I become the company sales manager or advisor. The most significant reason I work with small businesses is I enjoy being part of the team. I enjoy rolling up my sleeves and being part of a business struggles and successes. I work on the Jerry McGuire philosophy, less clients with more personal attention. I wish you the best, Rene Zamora
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