Are You Cutting Back or Blasting Off? Sales Motivation is the Key

February 20, 2009

The natural reaction when sales slow or you hit a closing slump is to cut back on the important things: less training, less motivation, less sales people. This approach is guaranteed to set you on shaky ground to blast your way out.

Sales motivation should be a key element for any “recovery” plan. Just like our economy–consider launching a sales “stimulus” plan in your sales organization.

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Sales People are Emotional

The best sales people are emotional. They are high energy, success junkies. They want to win.

If they don’t win they will often descend quickly into a funk. When success comes they hit the ceiling. That is why sustaining motivation and confidence is so important to getting consistent sales performance.

Cutting back on those activities (i.e., sales meetings and motivational moments) is a recipe for sales failure. Or, at least long-term droughts.

Confidence is Contagious and Training Induced

Confidence is contagious. It quickly transfers to other team members and most importantly to customers. Customers are naturally timid to make decisions in tough economic times. Your confidence can help customers through this silent objection.

So, how do you put confidence into the conversation with customers? Training.

Those training sessions with your sales team that motivates them, shares best practices, and gives them in depth information about the value of their products to customers will exude confidence on the very next sales call.

Wins Increase with Wins

The real benefit to getting motivation into sales and confidence on the phone is the win. Winning is as contagious as confidence. Any high school basketball team can tell you the power of a win to get another win–the value of a winning streak to extend it.

That is why pumping up a win, even a small win in your sale organization can spark a rally in your sales numbers. Look for those small examples to get your next rally started.

Sales is the Revenue Life Blood

Remember sales is your revenue life blood. Cutting back on the elements of success in your sales organization is certain to sack your revenue. So, amp up the motivation, training, and confidence and you will be closing more deals in no time.

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