Knowing How to Motivate Your Salespeople is Essential
You always here that coaches of professional sports teams have to motivate their millionaire players.  If it's important to motivate people making millions, As a sales leader, you need to find a way to motivate your salespeople.  That's what we talk about in this podcast.

One of the comments I have heard numerous times from managers is something to this effect.  “This guy started off strong but for some reason is in a slump.”  Or, “She just isn't getting it done like she use to.  She’s been with us for five years and use to out produce everyone.  Now she just works with her current clients and does nothing to get new ones.”  Or, “They’re just burned out and if they don’t get it together soon, they may be out of a job.

It's important to find ways to motivate your salespeople.  To those that say, “We pay them to do the job and that should be enough.  I do my job and I don’t get anyone motivating me.”  I’ll give you something to think about.  Salespeople represent a major investment.  The time to hire them, the time and money to train them.  The lost revenue when they leave.  When salespeople are motivated, they put in the extra effort, are more loyal to you and your organization, and don’t leave for another company the first chance they get.

In this podcast we look at what you can use to motivate your salespeople.  What motivates them?  I’ll give you a few:

For some its recognition
Others are motivated by feeling useful
Most are motivated by a since of belonging
Job security is always a motivator
And of course, don’t forget financial security

To help you think about how to motivate your salespeople, here is a link to the article How to Energize Your Employees from Inc. Magazine
 
Recommended Reading

Motivating your sales team starts one salesperson at a time.  To know how to motivate is to understand how to coach.  In Coaching Salespeople into Sales champions," Ken Rosen shows not only when to coach but how.  It's not enough to understand the sales process.  As a manager you have to know how to help other perform better with you then with out you.  Otherwise you have little value as a manager. I like this book and it's one that you will refer to for years to come.

Don't fire the, Fire Them Up, isn't a new book.  This one has been around for a while.  The book centers around the experience of a new sales manager taking on an office that wasn't doing that well.  Not only was the office not meeting their sales goals.  The sales team was lost and mentally defeated.  If you are looking for insight on motivating your team and your self, this could be it.  I think you'll find this book will provide you with in site and help you motivate your team and yourself.

I hope you enjoy the podcast.  If you think we deserve it.  Give us a good review in iTunes.
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