Sales Benchmark Index Sales Management


Providing an environment of motivation for your sales team is essential.  This environment is up to you.  Motivation is the one way to provide a winning environment. Yet you don’t have to be that motivation as a Sales Manager.  In fact, you can’t do that every week.  Heck, the Knute Rockne speech that was 3 minutes long lives almost 100 years later as the ultimate motivational talk. However, if you want to motivate your sales team there are certain non-negotiables you need to practice every week.


The Ultimate 4 Laws of Motivation from a Sales Manager to a Sales Professional:


1.         Ask for Performance.  You and your team deserve it.  Describe how the sales gig is being done now and how you want it to be. Then ask the sales professional to do it that way.  Make sure you lay out the expectations. This is the time not to be uncertain. Document these and Hold them accountable to the performance numbers.  Then (and only then) use…..


2.         Positive Reinforcement. (And then personalize it). Don’t take acceptable work for granted!  Thank your sales professionals for the work they do. Praise them every time they improve.  BUT, while everyone likes to be recognized, what motivates one may leave another cold—-or irritated. Find out what works with each of your people. Ride those key motivational traits all the way to the bank. Use this positive sales management reinforcement by……


3.         Building Great Relationships. This doesn’t mean you are ‘hangin with the dude’ at the local night club.  But treat your people like real, human beings. That’s what they are and they will respond when your actions show that you respect their individuality and trust their intentions.  You know the old saying “Fake it until you make it”.  Well, don’t do it here


4.         Refuse to Accept Poor Performers.  Tell your people when performance is unacceptable. Sometimes this is a reprimand. Other times you can handle it through coaching.  Either way you are demonstrating that standards matter—and that, in itself, is motivational.


Motivation is the squishy, touchy feel good part of Sales Management.  It is a must in a sales team and organization.  Remember, you can’t motivate someone but you can provide an atmosphere for motivation. How do you motivate your people?  Is it through contests?  Or everyday positive reinforcement?  Please help us out with more ideas   Use the 4 Laws to have your team ‘motivated’.


Dan Perry

Intensely focused on helping sales and marketing leaders in B2B companies make their numbers at SBI.

Dan approaches the idea of making your number from a unique perspective. Like many SBI leaders, he has walked a mile in your shoes. He comes from the industry side and has had to make his number to be successful. Perhaps this is why it’s wise to rely on SBI’s evidence-based methodologies. Though SBI is certainly an execution-based firm, Dan only implements strategies and solutions for his clients after they have been verified with before-and-after data. This leads to adoption of sales programs in the field, rather than shelf-ware.

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