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Sales Motivation Tagged Articles



The Importance Of The 80/20 Rule In Becoming A Top-Performing Sales Manager
Being a top sales manager means being above average, which translates to getting more done with less effort. That’s what distinguishes a top sales manager from a mediocre one. But how do YOU become a top sales manager?
Maintain Long-Term Success As A Top Sales Manager By Offering Products And Services As Solutions, Not Commodities
The job of a top sales manager is a lot like old-school video gaming. The more you succeed, the deeper you get into the game, the harder the challenges get thrown your way. And the same is true for sustaining the revenue growth of a large company. Success breeds imitation.

In Sales, What Breed of Dog Are You?
This article features a fresh and fun way to view your sales style, as applied to "man's best friend": the dog. It includes a quick assessment to determine what breed of dog you are, including in sales. The good news is, no matter what... you can't fail the test and this experience may even boost your sales motivation and results!
Make Small Commitments. Get Big Changes. by Michael Dalton Johnson
Real and permanent change doesn't happen by simply resolving to do something. That's not enough. True change is a slower process. It takes time and self-reflection. This article's simple, yet profoundly powerful, advice can gently help you change your life and accelerate your personal growth.
Get Your Sales Reps to Sell Like Corky
What is the highest performing stock in terms of total return over the over the course of the past 40 years? It's not Microsoft. No, its not Cisco Systems. It's not GE. It's not even Intel. You ready? Its Walgreen's Drug Stores. Walgreen's? You gotta be kidding me! The drugstore chain? Yep, its true. How they did it is even cooler than that fact that they did it in the first place. In his book Good to Great, Jim Collins investigates how they actually did it. And the answer is very simple. All that Cork Walgreen, the founder of Walgreen's did is that he took a long hard look at what his business did really well and then channeled all his energies into that one thing. In essence, he figured out exactly what Walgreen's could be the best in the world at and channeled all of their efforts into achieving that one thing.

A Top Sales Manager Adapts To The Situation…And Not The Other Way Around
Sales managers are hired to solve problems. They’re also hired to lead, but they end up spending an enormous time solving problems within the sales team. Say a sales person is showing consistently poor performance? Take it to the sales manager. Quarterly sales stink? Let the sales manager handle it. Hiring a new sales person? Let the sales manager take that one.

Competencies to increase the Velocity of your Sales Cycle and to Up Your Bottom Line
Now with a fantastic attitude and appropriate goal driven sales behaviors, you also need the competencies of your profession just as a lawyer or doctor needs them for theirs. Do you have the appropriate sales competencies to increase the velocity of your sales cycle and Up your bottom line? Well, you can develop your competencies almost anywhere. As salespeople, you can develop your competencies from reading books, in class training, on the job, being coached or through trial and error. You could join Professional Sales Associations, and in some countries like Canada, you can even get certified as a sales professional.

Increasing the Velocity of Your Selling Cycle
Velocity Selling begins with buyer relationships. People buy for emotional reasons and they buy from people they like and trust. The Velocity Selling Cycle starts with building relationships. In the Velocity Selling System, you must first establish rapport with the client in order to build a lasting relationship. You need to know the components of the NLP rapport pie and how to build rapport in the first 30 seconds of meeting.

Targeting for Velocity Selling Cycles in a New Economy
In this new economy, it is more important than ever before to aim for Velocity Selling cycles. Your bottom line depends on it. It is essential that sales professionals clearly define their target prospects by criteria. This criteria is based on the best return on time invested (R.O.T.I.) and confirmed in the fastest way possible. I refer to the Velocity Selling Cycle which will unquestionably acquire positive sales results.

Empower Your Sales People By Providing Them With Positive Behavioral Feedback
The sales manager is the sales rep's direct line of communication between himself and his performance. If this line is cut, if the sales manager is somewhat incompetent or won't do his job properly, then the company has a problem. One of the most important factors that could influence a sales rep's growth in his career is the sales manager's ability to do his job well.
Don’t Read This…Unless You Want To Have A Really Good Sales Meeting
We’ve all sat through God-awful boring sales meetings right? Not exactly a good time, as I’m sure you’d agree… Has the thought ever occurred to you that your sales reps might feel like this almost every time you call a sales meeting? “Positively absurd” you say! Well, if you are one of the few who does have the need to inject a little vigor in your next sales meeting, then read on… Try this to spice things up: next time you call a sales meeting, try a little “lead by being led” reverse psyschology on your sales reps to get them involved in the process of choosing topics. All you do is simply ask your sales reps a week or two before the sales meeting what they most want to hear about is the best way to get them engaged and helps to “spruce things up”. After all, if you ask them what they want to hear about in the meeting you
A Velocity Selling System that is as Simple As ABC
If you are not following a sales process, you are probably not in control. Consider this for a unique sales process - a “Buyer Focused” Velocity Selling System that is as simple as ABC.

The Only Qualifying Question You Really Need
Afraid of asking to many questions of your prospects? OK, then ask just this one question and let your prospects tell YOU how to sell them!
Positive Thinking Tips To Improve Your Sales Motivation
In all professions it is critical to maintain good relationships with your customers and always appear positive and personable. However this is even more important in sales when you have regular contact with customers. Given the current recession and the economic downturn sales professionals are often finding it tougher to make a sale as businesses are downsizing and cutting costs wherever possible. This article aims to offer some positive thinking tips so that sales people and other professionals can maintain their sales motivation.
The Will to Succeed, Sell Anything, Top Sales Book and Coaching
Do your salespeople have drive to succeed or are they hoping some good luck strikes? Check out some of these books and events that are coming up; Tony and Linda Cole's new book "Resurrecting Anthony," "How to Sell Anything, to Anyone, Anytime" by Dave Kahle and be sure to sign up for the EcSell Sales Management Coaching summit April 7-8 in Scottsdale, AZ.

Rediscovering Your Passion for Selling
As experienced salespeople, who like most have to some degree been tainted by the small frustrations of selling and forgotten some of the reasons that made us fall in love with selling in the first place, we need to remember that this profession truly allows us to dream of better things, and shows us the way to make them happen.
Money Motivated Salespeople are a Dying Breed
Objective Management Group has evaluated thousands of salespeople, and has found that fewer and fewer of the salespeople they assess are money motivated. This has progressed to such a degree that OMG will eliminate the money motivated finding in its sales and sales management assessments.

What Michael Jordan Can Teach You About Success in Sales
From the lessons learned from Jordan's mastery of the mental game of winning we can find paths to the same level of success in professional selling. The key to doing so is in finding parallels with the mental game of winning in sales and learning to to apply them with the same intensity that he applied them to the game of basketball.
Direct Sales Strategies- Sales Motivation Comes From Working for the Right Company
It is hard enough staying motivated in the profession of selling, but when you are working for the wrong company or the wrong manager it is all but impossible. Who you work for has as much to do with how you feel about selling as almost any other factor, and as we know, how you feel about selling has as much to do with your success as most other factors combined.
Does Fear Prevent Your Sales People from Executing Your Sales Plan?
Don't let self-limiting beliefs get in your way. Identify and over come them.

Go Ahead and Fire Your Customer
We wind up with unprofitable customers not because of the price we're charging them, but because of the intensity of their demands and requests. To be able to determine which customers need to be "fired," you must become more discerning of customers who place too many demands on you and/or other people in your company.

The Difference Between Sales Commitment and Work Ethic
Work ethic and sales commitment are not necessarily the same thing.

Other Sales Motivation Related Articles

Motivate Yourself to Success
Motivation is direction or focus toward a goal or mission that is fueled by energy and enthusiasm. It is the key to success in any venture. Motivation is like the motor in a car. The car is not moving unless the motor is running. Unless, of course, the car is coasting or being towed! True motivation comes when your own internal motor is driving you toward your goals, not when you are coasting or being pulled along by another’s direction. Let’s take a closer look at the key aspects of personal motivation.

Not Motivating This Way, Then Your Not Motivating
Management efforts to improve motivation clearly accelerate sales. Sales managers that believe motivation should come from within or that compensation and commission should motivate the team are mistaken. This mistake can lower morale and sales.

Managing Sales Motivation - Find the Motivational Drains
Most sales people need motivation. Motivation comes in many different forms. One way to motivate your team is to identify areas that are draining their motivation. This article will help you find the drain and plug it to regain motivation.
5 Ways to Motivate Your Salespeople
I believe that motivation is very misunderstood. You can't motivate by being a cheerleader, nor can you motivate by reciting somebody else's inspirational quotes. Motivation comes from within and you must find out what your salespeople's internal motivators are. Why are they doing this thing called selling? The other thing that's important to know is that everyone reacts differently to motivation and motivation takes may forms. For instance, perhaps you have some people who respond to one of these methods when trying to get them to perform:
Same, Same but Different
I came across some research on sales motivation which seems to shed some further light on why it is important to use programs which are culturally specific to your sales peoples motivations and values. A major study of sales motivation presented at the annual convention of the Society for Marketing Advances has revealed significant cultural differences driving sales success. It has helped explain why some of the better made-in-the-USA sales management practices aren't more effective in other nations. The answers may lie in what really provides motivation for salespeople.
Complete Sales Reference Manual Now Available
This book includes contributions from 89 sales experts, covering every possible topic, including sales, sales management, sales 2.0, sales process, sales strategy, sales tactics, sales motivation, sales presentations, and sales psychology. It's more like a reference manual!
The Most Important Sales Leadership Discipline to Motivating Sales Teams
Sales team motivation can be an easy task, especially when appropriate disciplines are demonstrated by the sales leader. That is when employee motivation happens naturally. It is kind of like “monkey see, monkey do” approach. Motivation, no matter if it is self motivation or employee motivation, is defined as a motive to act. What motivates you and gets you to act, does not necessarily mean it will work for others, or lead to employee motivation. No one can motivate you, only you can motivate yourself. You cannot motivate others. As a sales team leader all you can do is demonstrate appropriate behaviours and create an environment where employees motivate themselves

The Seven Forces of Sales Motivation, Part 2
On this episode of Sales Management mastery we go into part 2 of our series on the Seven Forces of Sales Motivation. We continue with forces 5 through 7 and further develop our understanding with our psychology of motivating people As a quick review, we went through the first 4 of the 7 forces of sales motivation on last week’s episode.

The REAL Secrets to Sales Management Motivation
Motivating your sales team is just one aspect of the job of a sales manager, but it is all encompassing in that it also includes all of the other things that you do as a sales manager. Sales managers are not only coaching and leading, but there should also be an undercurrent of motivation in everything and anything that you do. And be acutely aware that every interaction that you have and every message that you send has to have an undercurrent of motivation associated with it in order to keep your sales people at peak performance, especially in today’s economy when sales are tougher to get, it is very important to have a highly motivated sales team to push you towards your goals as a sales manager and towards the goals of the organization.
Motivation-How to Get It, Enhance It and Keep It
Some feel motivation is an emotion and promoted by external means, but the real and lasting motivation comes from within. Why do so many organizations struggle with motivation? Here is a simple four step process that will add dollars to your organization's bottom line.

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