Here’s A Sales Challenge That Guarantees Results…

Written by Sean McPheat | Linkedin thumb

Businessman on start lineOccasionally, I set a challenge to my sales team and they enjoy it as much as I do, as it stretches them but it also challenges them to do something they should be doing on a regular basis anyway.

It’s a challenge in which everyone wins…the team, everyone around them and also our clients.

It’s risk-free, costs nothing and motivates anyone who is participating.

Within a two-week period, I ask each team member to set aside a two-day period of time (they could be consecutive but they don’t have to be) where their job is to be the inspirational team member.

Now, before you switch off and say that’s too airy-fairy for us, think of the benefits you’ll get.

And you only have to do it for two days.

All the other days you can go back to being your normal miserable, sullen self, if you want! (No offence. I just know a lot of salespeople!)

During those two days, their job is to be positive, challenging, inspiring and stimulating.

They have to find quotes that are uplifting and memorable.

They have to build their team up with short activities and exercises that make them think and, if possible, laugh.

If at 11.18am they lose momentum and aren’t the inspirational person they promised to be, then someone reminds them and at 11.19am they start again.

No pressure. No brick-bats. Just a fun time that allows others to see a positive side and encourage others to share that positivity.

What results have I seen from this? Well, sometimes it backfires and people lose the will to maintain the positive attitude for more than an hour or so.

Then I just remind them why we’re doing it and everyone bucks up again.

It provides us with an opportunity to build each other up. If one person chooses a Monday, another chooses Tuesday and someone else Wednesday, then we have three consecutive days of positive input in the office that is driven by people who want to do it rather than being forced to.

We have joke of the hour, quotation sessions, great sales stories, inspirational videos off You-Tube, podcasts, film snippets and suchlike that build people up without wasting too much of their busy time, and the team now look forward to what we have in store for them.

Think about how something like this might work in your office. If you’re normally out on the road, see if you can arrange for yourself to be the chosen person for the one day that you happen to be in the office.

If you don’t want to commit to a whole day, just have an hour of inspiration.

Be the kind of person that the admin team look forward to seeing whenever you are in the office, catching up on admin.

Download some inspirational videos that make your team smile or find some great quotes that can be put up on the wall for the day.

Be careful, though.

You don’t want to do this too often, or you may find the positivity is contagious and you may become addicted to it.

And we can’t have you being as positive as my team are, can we?!!!

Happy Selling!


Sean McPheat

Sean McPheat
Managing Director

MTD Sales Training | Image courtesy of Dollarphotoclub

450 sales questions free report

Originally published: 13 August, 2015

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