If you are a sales manager you know it is difficult to motivate your sales team, but you also know that your ability as a coach is based on their ability to succeed in sales. The mark of a good sales manager is one who is making less in salary than their least performing sales person. But how you develop a motivational plan to help your sales team achieve more? One way to do this is to redefine the sales goals in terms stated more readily understand in their personal lives. Below is an excerpt from a speech I gave to a sales management class, as I explained to them how best to talk to their salespeople in terms they could visualize and thus work to achieve those goals; I need month-by-month break-downs, names of accounts, material objects you want, family free time increases, co-brands you wish to establish. This will help me strategize with each of you in your regions and develop a plan of attack to achieve our goals simultaneously. We have so far to go to conquer the market that right now we can focus more on a regional saturation set of plans rather than a Global Plan. As long as everyone is winning we are happy. Since each one of us has our own set of goals, let us hear them. This method of motivational work very well because each salesperson was able to put into personal terms what each incremental sales success meant to them personally. I hope you will consider this type of motivating your small company or in your large sales force. Think on this in 2006. |
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