Sales Management Training on a little known (yet so simple) way to motivate your salespeople, part 1
I remember staying up late one night and, out of boredom, decided to take an online IQ test. One of the questions went like this: if all Chinese are merchants, then most merchants are – I answered – Chinese. It’s conventional thinking. I received a check mark for that one.But be careful bringing that kind of thinking into real life. You might end up murdering someone’s career before it even gets to take off. For example, just because you’re greedy neighbor is a sales person doesn’t mean all sales people are greedy.
In this case, conventional thinking isn’t very convenient, especially for the one looking down the barrel.
You gave your girlfriend a brand new iPod Video for her birthday? Does this mean you want one too? The thing with conventional thinking is that its just that – conventional thinking. And conventional means average. Are you reading this blog for ways to promote average thinking? I hope not. If anything, you’re here because you want your sales people to excel and make a name for themselves.
An extraordinary sales manager eschews ordinary thinking. He or she recognizes each sales person as special and unique, and what type of praise or disciplinary action works for one person won’t necessarily work on another.
Like I said in my previous post, a sales manager should possess all the cards that outline each individual’s likes, dislikes, drives, fears, etc. If you know your team well, then peak performance is just around the corner. Acknowledge each sales person as unique, and they’ll recognize your efforts and eventually perform better at their jobs.
Oprah Winfrey said, “Real integrity is doing the right thing, knowing that nobody’s going to know whether you did it or not.”
So how do you harness each individual’s different motivations in order to achieve peak performance? Find out in my next post.
Post a comment below and tell me the best way you’ve discovered how to motivate your salespeople.
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