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How to get your Sales Team Motivated & Crushing Targets
Guest articles > How to get your Sales Team Motivated & Crushing Targets
by: Luke McLeod
“How many calls have you made?”, “How many meetings have you had this week?”, “What’s happening with X & Y accounts?”. Sound like familiar questions? Whether you’re the one asking them or the one receiving them, these questions are generally the most common questions you’ll hear in sales meetings. Yes the answers to these questions are important, but there are other ways in attaining this information and they certainly don’t arouse excitement and inspiration in your team to run back to their desks and pick up the phone. I’ve lost count of how many sales meetings I’ve been in where these questions were the only ones asked. Why is this the case? Mainly because the Sales Managers in these meeting didn’t know any better. Most likely they secured their management position by being a great sales person and therefore earned the right to be promoted into it. Let me be clear here though. Just because they may have been a great sales person doesn’t mean they’re going to be a great manager. You see, those sales professionals who get promoted into a management position without being equipped with the right management/leadership skills will undoubtedly become what I like to refer to as a Sale Measurer not a Sales Manager. They’ll do a great job of measuring their sales team’s activity and asking them to do better. Why? Because that’s how they succeeded. When they were on the front line and knew that they were going to miss their target, they would say to themselves “I need to get more meetings. Come on Jimbob, pick your game up” and would go about doing so. Although this can certainly be what’s needed for yourself to get motivated. When it’s coming from someone else it has the reverse effect, generally making them feel inferior and disheartened. In saying this though, it doesn’t mean that great sales people can’t become great managers. In fact some of the best Sales Managers I’ve seen used to be at the front line. These great Sales Managers all have a few key skills that make them so great:
Luke McLeod writes topshelfsales.wordpress.com, a blog dedicated to offering the very best in 'Top Shelf' advice. The blog has been in operation for close a year now and is getting some good attention. Contributor: Luke McLeod Published here on: 21-Nov-11 Classification: Sales Website: topshelfsales.wordpress.com |
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Site Menu |
| Home | Top | Quick Links | Settings | |
Main sections: | Disciplines | Techniques | Principles | Explanations | Theories | |
Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help | |
More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes | |
Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate | |
| Home | Top | Menu | Quick Links | |
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