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Are-Your-Sales-People-Burnt-Out_-You-May-Want-To-C148 Are-Your-Sales-People-Burnt-Out_-You-May-Want-To-C148 Document Transcript

  • Are your sales people burnt out? You maywant to check. Have they clocked too many twelve hour days? Do they have enoughfrequent flier miles to charter a jet to Mars? Are their faces permanently skewed into perpetual smiles from chatting with hundreds of thousands of trade show attendees?Sex myths
  • Answer yes to any one of these questions – or even chuckle at a situation alittle too close to home – and youÂ’ve got a problem Working a trade show ishard Keeping your team motivated can be even harder, especially during abusy exhibit season However, it is vitally important that your sales team is notonly at the show, but excited about being there Enthusiasm is contagious –and absolutely central in creating positive word of mouth about your productsand services When your sales staff are fired up and genuinely motivated toshare what they know about your products with the buying public, they aremore effective salespeople Luckily, creating this enthusiasm is as easy asABC! Address the Individual Selecting the proper people for your booth staff isthe first step toward a great show These people are your companyÂ’sambassadors Pick employees who are helpful, courteous, and professionalMake sure they have excellent product knowledge and customer service skills
  • They must also have a positive attitude about working the trade showAttitude is everything – and it manifests on an individual level Walk around atrade show floor, and study the people staffing a number of booths Bodylanguage alone will show you which employees donÂ’t want to be thereSimmering resentment plays out in tense posture, negative facial expressions,and sour attitudes – none of which help generate sales Why might your staffbe averse to attending the show? It may come down to cold, hard cash Salesstaff frequently feel that working a trade show interferes with their normalselling routine Commission-based employees may actually be losing moneyby attending the show Address these concerns proactively, resolvingscheduling and compensation issues so your staff are free to concentrate onthe show
  • Give each staff member an individual goal This could be generating a numberof quality leads, a target number of new contacts, or something similar Havinga goal increases accountability, forces unproductive habits out of the picture,increases productivity, and builds motivation Bring In the Brass Do whatever ittakes to involve your management team in trade show activities You mayhave to pry them out of their corner offices, but itÂ’ll be worth it Having uppermanagement participating in training programs, pre & post showactivities, and the actual show validates the trade showÂ’s worth It alsogenerates an in-house enthusiasm which will carry over onto the sales floorMany employees value the opportunity to build personal relationships withupper management Mingling together in the trade show environment can helpcreate a culture of recognition and appreciation
  • Never underestimate the power of personal recognition A compliment fromthe boss carries a lot of weight, and can spur your staff to even higherachievement levels Tangible rewards also provide an effective way ofencouraging higher levels of performance and can encourage friendlycompetition amidst your booth staff – with the end result benefiting yourbottom line Create a Team For best results, everyone in the booth should beworking together as a team Having a group that helps each other whereverand whenever necessary doesnÂ’t just happen Great teams donÂ’tserendipitously occur -- they are made Designate your teams before the show Pre-show time is needed to give team members time to get acquainted,develop trust, and learn each otherÂ’s strengths If youÂ’ve got a large staff,split them up, mixing technical and sales staff
  • That way, youÂ’ll always have customer service and product knowledge skillson the sales floor Have them establish plans of action for working the show,and promote a certain level of autonomy within the groups This creates asense of collective responsibility Be sure that the whole team is aware of andfully understands the companyÂ’s goal for the trade show Additionally, teamsshould set goals for the show These will dovetail nicely with the personalgoals set by individual staff members Offer incentives for those teams thatmeet – or surpass Sex myths – those goals When you have good teamchemistry, youÂ’ll find team members coaching each other and striving to keepthe collective morale up Revisit your team roster throughout the show season
  • If a certain group doesnÂ’t click, mix it up Switching team members mayenhance overall performance If you have a staffer that doesnÂ’t work with anyteam, perhaps utilizing them at the trade show is not the best use of their skills DonÂ’t forget the Details Rewards and recognition should be constant – andthey donÂ’t have to break the bank A small gesture like morning coffee costsnext to nothing, yet shows you care about your team One creative managerprovided gel insole inserts for her sales staff – a thoughtful present for folkson their feet twelve hours at a go Which brings us to E – for Enthusiasm AnEnthusiastic booth staff will turn in a top notch performance ItÂ’s as easy asABC! Article Tags: , , ,
  • Sex myths