Articles
7 Quick Thoughts on Motivating your Salespeople
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1. Tell the
truth!
Ask yourself: Do I always
tell the truth to my salespeople? Big stuff, small stuff and all matters
in-between. The moment you start
fudging the truth with them, they will start doing the same with your
customers.
2.
Share information
Do my salespeople feel
that they are “in the know?” If
not, you may be operating behind a veil of secrecy. When that occurs, salespeople interject their own thoughts,
which are typically negative and very counter-productive.
3.
Don’t over-react to every mistake
Don’t ignore mistakes,
either. Look for ways to correct
behavior. Your idea after every
interaction with your salesperson is for him or her to feel better about (him/herself),
after the conversation, as they did before it started.
4.
Let your salespeople share issues and opportunities
with you openly and honestly.
Many managers want this
type of environment but hold a grudge or jump down one’s throat for sharing his
or her opinion. Do that and you
can be sure the contributions (and motivation for excellence) will stop
immediately.
5.
Set a great example? Walk the talk!
Don’t demand timeliness
for the next sales meeting and show up 5 minutes late because of an important
matter, call or meeting.
Salespeople have important matters, calls and meetings also. Lead by example and you will provide a
much clearer picture of where everybody is going.
6.
Earn respect – instead of demanding it!
Especially new managers
and team leaders. Often, upon the prized promotion, new managers think that
everybody sees them in a new light.
This is not the case.
You’re still the same person you were 5 minutes ago, in your
salesperson’s eyes, and you will remain so until you prove otherwise.
7.
Use ride-withs as an opportunity to identify
customer’s needs and to evaluate the skills and abilities of your salespeople.
Selling out in the field
is about helping your salespeople’s self-esteem, not your own. Don’t use ride-withs to showcase your
own skills; but as an opportunity to bond and provide guidance, direction and
feedback.
