MOTIVATION
Become a Motivating Sales Leader ROBIN SHARMA
You can provide your team with the world’s best training, the most profitable territories, and the best quality products, but – if they’re not motivated – they’ll never reach their potential.
As the sales manager and team leader, it’s up to you to help rebuild the will to win and positive attitude that frequent rejection tears down. What’s more, motivated salespeople
are more likely to be independent self- starters, which gives you more time to spend with the salespeople who need you most. By using these tips to keep your team’s spirits up, you can help make your job – and your team’s – more fun and more profitable.
1. MAKE THE WORK MEANINGFUL Salespeople who know the value of
what they do are more likely to give their best effort. Rewards and recog- nition are important, but they’re no substitute for reminding salespeople that what they do helps people. For your next sales meeting, make a list of ways that describe how what you do improves other people’s lives. Remind them that selling helps their company stay in business, which ensures that every- one who works for that company can bring home a paycheck to feed themselves and their families. Post your company’s mission statement
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prominently and tell them what an important role they play in the fulfill- ment of that mission.
2. BE PREDICTABLY UNPREDICTABLE When you keep people guessing, you keep them interested. When you’re always trying something new or changing your routines, it’s harder to get stuck in a rut. Forget about doing things the way they’ve always been done. Instead, opt for a more original alternative.
One company in Singapore, for example, closes its shop every Friday afternoon to let employees read and discuss the latest business books. Another opens sales meetings by “celebrating the heroes” – acknowl- edging top performers and asking them to share their success secrets. Improvements in performance start
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