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Motivation for sales managers Part 1


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Motivation and insprining a sales team is a key function for managers this is part 1 of a two part presentation

Published in: Business, Health & Medicine

Motivation for sales managers Part 1

  1. 1. www.S
  2. 2. Sales Manager Challenges Series Motivation Part 1
  3. 3. Motivating a sales team ……………… to improve performance Part 1……….
  4. 4. Motivation challenges for Sales Managers <ul><li>Selection and recruitment </li></ul><ul><li>Ambiguous goals </li></ul><ul><li>Appraisal and reward </li></ul><ul><li>Lack of engagement </li></ul><ul><li>Lack of Management skills </li></ul><ul><li>The sheep dip!! </li></ul>
  5. 5. Lesson No 1 You can’t motivate any one!!
  6. 6. Why??? <ul><li>Because motivation is…. </li></ul><ul><li>The reason for an action </li></ul><ul><li>That which gives purpose and direction to behaviour </li></ul>
  7. 7. Motivation is “ what drives you” to behave in a certain way or take a particular action. It is your why
  8. 8. Your why is the strong reason you ( or a member of your team desire something )
  9. 9. Example 1- Anita <ul><li>Desire: </li></ul><ul><li>Be a sales professional </li></ul><ul><li>Why: </li></ul><ul><li>To learn and grow </li></ul><ul><li>To have my own car. </li></ul><ul><li>To meet new people </li></ul><ul><li>To get promotion </li></ul>
  10. 10. Example 2- Graham <ul><li>Desire: </li></ul><ul><li>Be a sales professional </li></ul><ul><li>Why: </li></ul><ul><li>To have a regular job </li></ul><ul><li>To be able to look after my family </li></ul><ul><li>To have a professional standing in my local community </li></ul><ul><li>To be safe </li></ul>
  11. 11. What will motivate Anita and Graham?? ……………… ..not the same thing!
  12. 12. Your job is to find out what motivates your staff…..why? <ul><li>Probably the highest leverage point any Sales manager can have </li></ul><ul><li>Will help you, help them generate sales when you are not there. </li></ul><ul><li>Increases the impact and value of sales coaching </li></ul><ul><li>Because the carrot and stick approach is short term </li></ul><ul><li>Because this is what exceptional managers do </li></ul>
  13. 13. Motivation is simple …………..though not always easy!
  14. 14. Where can you start? <ul><li>Don’t ask them what motivates them!! </li></ul><ul><li>Talk to them engage with them </li></ul><ul><li>Treat like one of you best customers </li></ul><ul><li>Listen…really listen to their answers </li></ul><ul><li>Give them individual attention </li></ul>
  15. 15. Next video in a few days Motivation Part 2
  16. 16. For free downloadable infor mation like this visit