Sales Motivation

What I Specifically Do To Keep Motivated

“It’s a numbers game. Keep churning the activity” says your Sales Manager. That’s easy for him to say, he’s not the one who is 50% of quota for this quarter and he’s not the one who has received more “no’s” than an ugly guy at a Miss World Competition! Keeping and staying motivated is a key ingredient for your success…

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How To Become The Best Salesperson In Your Industry

We get hundreds of salespeople going through our sales courses each year. We often ask them, “What are your goals, hopes, dreams? What do you want to be?” Among the many answers we get, one seems to crop up more than most. It’s along the lines of ‘I want to be better than I am today. I want to be…

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Top Five Reasons Sales People Fail

Sales people can find dozens of reasons for failure, as can many sales managers and supervisors.  However, there really aren’t a whole lot of reasons for failing in professional selling.  The reasons may come in all kinds of shapes and disguises, but the actual reasons are few. Below are what I believe to be the top five reasons that sales…

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Do Not Take Your Best Sales People For Granted

Ok, when the sales person started with your firm, you thought that he or she was a prodigy. You then invested the time and money to get the sales rookie up to speed. You eventually established difficult, yet achievable goals and quotas. A Big Deal Finally, the sales person began to hit the mark. The first few times that happened,…

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Powerful Advice For The New Sales Person

You can always find a multitude of tips and tricks for sales people. Sales techniques, closing strategies and prospecting avenues abound. However, I have found that usually these pillars of advice pertain to the sales person who has been with their company, at least for some length of time. I am also guilty of this, in that most of my…

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In Sales Management, You Reap What You Sow

Every sales manager, supervisor, director or otherwise frontline sales team leader, wants to have and develop a great sales force. Everyone wants eventually to have a sales team made up of superstar sales people. We all want that sales crew in where every sales person is a high-level, top performing, consultative, executive-level super sales person. However, I am continually surprised…

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Level The Playing Field For A Great Sales Contest

It is easy to spend a small fortune on sales contests and incentive programs designed to motivate, stimulate and reinvigorate the sales team. However, you may have found that such programs meant to motive, can end up having the reverse affect and deflate, berate and de-motivate instead. Sometimes the problem is not the structure of the contest in itself, but…

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Use Sales Activity To Keep Enthusiasm High

As economic conditions begin to rebound and more sales opportunities arise, it may be time to reinvigorate your sales team. Below are two ways to help you motivate the sales team for a new charge. Use this new modern approach to reignite that old-fashioned fire! A New Approach to Goal Setting Ok, you set the same standard monthly sales goals,…

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In Sales Management, The Time To Motivate, Is Not Always The Time To Educate

As a sales manager, director or other frontline supervisor of a sales team, you will often have to help sales people correct mistakes. There are times when you absolutely must teach, correct, fix, train or rectify problems and sometimes you will have to reprimand or take disciplinary action. However, there are some times when you must hold back on the…

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Motivate For SHOW, Manage For DOUGH

As a sales manager, director or otherwise, frontline supervisor of a sales team, you have many challenges. Motivating the crew to do their best is usually the primary goal and the area where most sales managers spend their time. However, in motivating the team, it is easy to overlook the individual sales person. After a time, you can find yourself…

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