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Tuesday, July 5, 2022

How To Motivate Salespeople The Easy Way

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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. Which is “how do you motivate salespeople?”It’s a tricky thing to do, but it’s a lot simpler than you think. It is two things in one, it’s not easy, but it’s very simple.We are going to give you a head start on how to do it, and how to make it real easy for you. One of the things that we have noticed is that throughout all of our consulting, throughout Sales Management Academy is that I am continually amazed and the number of sales managers that have absolutely no clue as to what actually motivates their sales reps. I probably shouldn’t be that surprised to the degree that this ignorance pervades even at the highest level of the sales management food chain. Meaning, not only do the sale managers not know what motivates the sales rep, but the Vice Presidents and higher ups typically don’t know either. This is an easy thing to fix. So that is what we are going to talk about here today.Let me give you an example, not to long ago, when I was still in the corporate world, I was in yet another long, desperately unproductive waste of time, sales management meeting with the top sales brass at the company.We were sitting around a conference room table brainstorming how we could all collectively get the sales force “more motivated” to produce more sales and possibly increase morale. Because the sales force had gotten into a lull and was in a de-motivated state.At that point, sales force morale was particularly low due to a number of factors. Suffice it to say, sales rep at one particular division, which wasn’t mine thankfully, were leaving at a rapid rate, due to operational incompetence.Seeing this disturbing trend, and really being fearful of it and potentially fearful for her job, the Senior Vice President of Sales called a meeting to come up with ideas. She was desperately trying to come up with an idea on how to motivate this bedraggled section of the sales force in one foul swoop, with one grand sweeping initiative. Although I gave her a lot of credit for trying, if you’ve been a reader of the blog, you know that motivating your sales force can’t really happen in one foul swoop. But at least she was giving it the ole college try.She was looking for ideas, and she said emphatically, let’s start recognizing everyone with emails and voicemails of their big achievements.And better yet, let’s fill out a form whenever you sales people do something praiseworthy and then submit it to me and then I can send a group voicemail. She concluded what she said with, “after all, every sales manager likes to be praised publicly”.

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