The document discusses motivating sales teams. It argues that focusing on sales results alone is not effective, and that motivating attitudes and directing activity towards high-yield opportunities is more important. Second, sales managers who identify what motivates their teams and offer ongoing development opportunities can improve performance. Finally, exploring how team members want to develop their roles and contributions within the business, rather than confining them, leads to more ideas and engagement from the team.

1. # Focus
Motivation of sales people commonly
focuses on sales results, but nobody can
actually 'do' a result. What matters in
achieving results is people's attitude and
activity and the areas of opportunity on
which the attitude and activity is
directed. What sales people can do is to
adopt a positive and creative attitude,
and carry out more productive and
efficient activity, directed on higher-yield
strategic opportunities. By doing these
things sales people and sales teams will
improve their results.
# What really helps?
Sales Managers who identify what really
motivates and excites their people, and
focus on offering opportunities to their
teams, on an ongoing basis, are able to
improve their team’s performance. Don't
wait until you find yourself 25% behind
target with only half of the year
remaining, and with targets set to
Getting the most out of an individual or
a team requires effort and commitment.
It also means you need to focus on the
things that can influence their behaviour.
A Mercuri International Leading and
Motivating Others programme reveals
why people do the things they do and
how managers can adapt their own
behaviour In order to facilitate change.
Focus on Motivation
The Key Outputs:
A comprehensive template for
managing the motivation of
individuals
A series of self assessment outputs to
better understand personal behaviour
A personal guide for adapting
leadership style
Contact us at: clientservices@mercuri.co.uk
or call: 00 44 330 9000 800
increase as well in the final quarter.
People will not generally and sustainably
improve their performance or attitude
when they are shouted at!
# Explore Opportunities for Growth
If you are managing a sales team try
(gently and progressively) exploring with
the team how they'd like to develop
their experience, responsibilities, roles,
status, value, contribution, within the
business. Include yourself in this. Usually
far more ideas and activity come from
focusing on how the people would like
to develop their roles and value (in
terms of the scale and sophistication of
the business that they are responsible
for), rather than confining sales people
to a role that is imposed on them and
which is unlikely to offer sustainable
interest and stimulation.