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Motivation for sales managers Part 1

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Information about Motivation for sales managers Part 1
Business & Mgmt

Published on November 13, 2008

Author: salesmanagerscoach

Source: slideshare.net

Description

Motivation and insprining a sales team is a key function for managers this is part 1 of a two part presentation
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www.S alesManagerMastery.com

Sales Manager Challenges Series Motivation Part 1

Motivating a sales team ……………… to improve performance Part 1……….

Motivation challenges for Sales Managers Selection and recruitment Ambiguous goals Appraisal and reward Lack of engagement Lack of Management skills The sheep dip!!

Selection and recruitment

Ambiguous goals

Appraisal and reward

Lack of engagement

Lack of Management skills

The sheep dip!!

Lesson No 1 You can’t motivate any one!!

Why??? Because motivation is…. The reason for an action That which gives purpose and direction to behaviour

Because motivation is….

The reason for an action

That which gives purpose and direction to behaviour

Motivation is “ what drives you” to behave in a certain way or take a particular action. It is your why

Your why is the strong reason you ( or a member of your team desire something )

Example 1- Anita Desire: Be a sales professional Why: To learn and grow To have my own car. To meet new people To get promotion

Desire:

Be a sales professional

Why:

To learn and grow

To have my own car.

To meet new people

To get promotion

Example 2- Graham Desire: Be a sales professional Why: To have a regular job To be able to look after my family To have a professional standing in my local community To be safe

Desire:

Be a sales professional

Why:

To have a regular job

To be able to look after my family

To have a professional standing in my local community

To be safe

What will motivate Anita and Graham?? ……………… ..not the same thing!

Your job is to find out what motivates your staff…..why? Probably the highest leverage point any Sales manager can have Will help you, help them generate sales when you are not there. Increases the impact and value of sales coaching Because the carrot and stick approach is short term Because this is what exceptional managers do

Probably the highest leverage point any Sales manager can have

Will help you, help them generate sales when you are not there.

Increases the impact and value of sales coaching

Because the carrot and stick approach is short term

Because this is what exceptional managers do

Motivation is simple …………..though not always easy!

Where can you start? Don’t ask them what motivates them!! Talk to them engage with them Treat like one of you best customers Listen…really listen to their answers Give them individual attention

Don’t ask them what motivates them!!

Talk to them engage with them

Treat like one of you best customers

Listen…really listen to their answers

Give them individual attention

Next video in a few days Motivation Part 2

For free downloadable infor mation like this visit www.SalesManagerMastery.com

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