A frequently asked question by business owners, C level executives, and sales mangers is ‘”How do you motivate sales people?”This is a very broad question with potentially very complicated answers.
Without getting into an academic treatise, here are a few observations that may help from a practical stand point to influence sales performance.
People in general are motivated by two distinct influencers; internal and external.
Internal are generally speaking self- generated:
External influences are within the province of savvy managers and can motivate at least in the short run:
First, engage in an open conversation with sales people about what motivates them. This is a simple, yet for some reason avoided discussion. Defining what motivates a person from their perspective is a fundamental starting point for any manager to effectively coach them. This requires spending enough time with them to truly develop a relationship to broach the conversation.
Second, Reward and recognize an individual’s performance both publically and privately. This can be done with promotions, compensation, praise, etc.
Third, create a vibrant team based environment where the culture of superior sales performance is expected and the norm. The company’s sales culture, coupled with some mutually shared objectives and goals is a distinct differentiator and a very powerful influencer to sustaining individual and team performance.
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