Wondering How to Motivate Your Sales Team?

By Andrew Wall, Sandler Training Milton

Success in sales is reserved for the motivated people who enjoy representing their company’s products and services. Remember when you were a kid getting up early and bugging your parents to drive you to the ice rink or dance hall? Nobody needed to motivate you. Successful sales people enjoy the thrill of the chase, the hunt of the kill and the long-term relationships that follow.

As Sales Leadership, your job is to discover your sales staff motivations and link them into your company’s goals. Here is a crazy idea, ask them why they enjoy working for you and what motivates them to consistently perform. Encourage them to create a vision board that hangs proudly in their work space. When they exceed their monthly, or quarterly goals, provide a personalized gift from your knowledge of their interests. Invest your time with them practicing for important prospect and client meetings. Sit down with them to evaluate past meetings to learn from both their successes and failures. Show them you care about their success and development.

As a manager or leader, it is your job to help your staff succeed. Keep their skills sharp by investing in the Sandler Selling System. Become the best leader you can through Sandler Management Solutions training. Poor managers can certainly demotivate your sales staff.

Baby Boomers and Generation X managers and leaders complain about how quickly Millennials jump ship. Great managers and leaders invest their time and energy into their staff and are rewarded with year after year of profitably growing sales because Millennials will stay when they know they are supported and cared for.

Skyrocketing to the Stars

By Andrew Wall, Sandler Training Milton

If I interviewed your key employees and asked them to describe your business strategy for profitable growth what would I hear?  Crickets?  Diverse answers?

Profitably growing your company is a team effort.  Successful companies invest the time and energy to create their One Page Strategic Plan then ensure all employees understand the business strategy.  This plan describes:

  • your long term goal, your 3-5 year goal to double your business, your 1 year goal and your 90 day objectives. 
  • your three to five key actions required to double, to achieve your one year goal and your quarterly goal. 
  • the company’s values and reason for being are clearly stated and emotionally engaging. 
  • the company’s unique strengths to leverage are unanimously understood and utilized. 
  • your key people issues and processes to successfully execute your plan.

With this One Page Strategic Plan in place your company’s daily, weekly, monthly and quarterly meetings revolve around the company achieving it’s quarterly goals with improved communication and coordination.

Companies operating this way provide an exciting environment to work and contribute, where individual and group contributions are regularly celebrated.  When you need to hire new staff your terrific employees are regularly introducing you to their B+/A Player friends.  Visitors to your company are noticeably impressed by the energy and buzz in your company.  Wondering if this is possible?  Well it is.  You the President, Owner or Managing Partner…it’s your job to take the first step along this journey.  You and your staff are worth it!