Are you motivating your sales team?
Successful sales professionals typically have a great attitude. Sales is a competitive sport, and sales professionals love to compete and win. That motivates them almost as much as the financial reward they receive when the purchase order comes in.
In the past several years, some employers have grown increasingly reluctant to pay commissions that have been fairly earned. In some places today, the criteria for receiving a commission check are so detailed and stringent, it’s just about as hard as winning the lottery.
Sales people are motivated by winning and being rewarded, whether it’s a commission check or a trip to Hawaii. If you want to increase your sales team’s enthusiasm and generate new sales, make sure the sales staff is rewarded appropriately for the business they deliver. What you will reap is a dedicated and motivated sales organization that will go the extra mile.
Alternatively, a sales team that feels they are being measured against unrealistic criteria or that they have to fight to be rewarded even after they succeed will soon stop giving 100 percent of their effort. There’s no incentive for peak performance.
The vehicle to revenue for every company is its sales force. If the vehicle isn’t maintained, it won’t perform. Companies need to value their sales teams like never before. Motivated sales professionals are the path to success for every business in our economy. If your sales team is performing poorly, evaluate your incentive program. Are the goals realistic? Can the goals be achieved within the allotted timeframe? Are the goals aligned with the sales cycle, or are they arbitrary? You may need to reevaluate your sales goals, but the payoff for taking care of your sales professionals is greater success and profitability.
Most Recent Articles
- What Do Customers Really Want-Really!
- Characteristics of the “A” Player Sales Professional
- Are You Customer Centric?
- Is Your Value Irresistible
- Is Your Value Proposition Compelling
- 3 Components of Customer Value
- What Drives the Customer to Buy-Pain or Gain?
- 3 Musts for Sales Success
- Social Awareness and Selling
- Self Awareness and Selling
- 5 More Critical Mistakes of Cold Calling
- 5 Critical Mistakes of Cold Calling
- Is Cold Calling Worth it?
- The Three Elements for Sales Success
- 3 recommendations for your negotiating strategy
- Anticipating your negotiator’s style
- Negotiating with inside information
- The four critical elements for negotiating
- Negotiating-It’s all about power
- 3 considerations for exceeding your sales budget
- What’s their decision making style
- The power of influence
- Momentum: The key to a winning sales team
- Positioning customer value
- Three realities of prospecting
- Emotional intelligence & “Four People You Should Know”
- Maximizing your team’s performance
- Identifying personality from a conversation
- Four key questions that aid in identifying the customer’s personality style
- How knowledge of personality style helps with conflict
- The Strategic Seller
- Streamlining Customer Buying Decisions
- Anticipating And Handling Your Customer’s Objections
- How Do You Identify Someone’s Personality
- What Motivates Your Customer To Buy?
- Leveraging Perceived Value For Sales Success
- The value of identifying personality styles
- Maximizing your team’s performance
- Your lifelong personality
- It’s not “what” we do, but “why”
- Left Brain versus Right Brain learning
- The Company’s most important asset
- Customer Benefits
- Do You Know Why Your Customers Buy?
- Responding to Customer Objections
- The Sales Process
- What does Affability have to do with Sales?
- Resilience: The Antidote to Failure
- Enthusiasm Breeds Success
- Persistence: a Key to Success
- Fuel Your Attitude with Optimism
- The Power of Value Propositions
- A Positive Attitude Wins Customers
- Are you motivating your sales team?
- Bringing your Customer Value
- The Truth on Sales Training
- The “Cold” Call
- Today’s Hi Tech Sales Environment
- Selling in the new Millenium
Subscribe to Articles
Competitive Excellence offers readers the ability to subscribe to new website articles — you’ll be instantly notified whenever a new article is available.
Subscribe to Competitive Excellence Article Feed
Questions about subscribing? We’ve got the answers to the ‘What?’, ‘Why?’, and ‘How?’.
Questions about Subscribing?
- What are feeds? I don't know how I might use these links when I find them.
- Feeds are a way for websites to distribute their content beyond just visitors using web browsers. Feeds permit subscription to regular updates, delivered automatically via a news reader.
- What Does This Mean?
- You may recognize the universal feed icon from your favorite websites. This icon (among others) represent content in any format - text, audio or video - to which you can subscribe and read/watch/listen using a feed reader.
- Why would I use this?
- This way, whenever new articles are written at Competitive Excellence, you'll be instantly notified.
- How do I read feeds?
- If you want to browse and subscribe to feeds, you have many choices. Today, there are more than 2,000 different feed reading applications - here are our three favorites.
- Do I really need to bother with this?
- Absolutely not. Visit http://www.competitive-excellence.com/ regularly - you won't miss anything.
