Tag Archives: sales motivation

Maslow’s Guide to Sales Management Motivation

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sales management motivationWhen it comes to sales management, if you cannot motivate your sales force, then you are done.

And when it comes to motivation, no one has gotten more press on motivation than Abraham Maslow.

Don’t know who Maslow is?

Well as a sales management professional, you should.

At the very least you should use a few of his tips to motivate your sales force.

Sales Management Motivation Maslow Style

If you don’t know, Abraham Maslow is commonly known as “the father of modern motivational theory” and is one of the only theorists on motivation whose ideas have actually withstood the test of time…in spite of hundred of eggheads who have tried to dispute his theories.

In short, Maslow states that each person is motivated by a series of physiological and psychological needs that he put into his “Needs Hierarchy Theory”.

These needs are listed from basic to advanced, the lowest common denominator being these five:

1.Hunger, thirst

2. Sleep

3. Safety, security

4. Shelter

5. Health

As a sales management professional, you have to figure that most of your sales force has these five basic needs covered, right?

So what does Continue reading →

Sales Management Training | How to Achieve Sales Management Nirvana

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sales management nirvanaAfter about twenty years of sales and sales management experience under my belt, I finally realized something.

It only took me over twenty years to realize it, but at least I realized it I suppose.

In those twenty years, I was fortunate to have managed quite a few incredible salespeople.

Their performance enabled me to accumulate a solid track record of success; success and skills I later used to start this blog as well as my online sales management training business and other offline businesses.

When I think back on my sales management career, what I am most proud of is that many of my former salespeople went on to have tremendous careers after they were with me.

Many were promoted within their companies, some went on to different careers outside of sales and many just achieved a higher level of success in their current sales role.

Its amazing to me that I still get requests on LinkedIn to do recommendations for salespeople I had the good fortune to manage, sometimes as far back as fifteen years ago. Every time I get one of these requests, I am humbled but mostly, just plain proud.

When I talk to these old sales reps Continue reading →

How To Deliver A “Masterful Praising” To Motivate Your Sales Team

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In our last post, we talked about when to deliver a “Masterful Praising”. Today, we talk about how.

First you have to identify a “praise-worthy” moment, then after that, it’s pretty simple:

1. Look them in the eye, (or if on the phone stop make sure you emphasize your words clearly and distinctly), then tell them exactly what they did correctly in very specific terms. Continue reading →

Here’s A Sneaky Way To Motivate A Sales Rep…

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ask-in-the-skyDo your sales managers struggle with motivating their sales teams?

It’s easier to do than you might think. Sometimes motivating a sales rep is even easier than motivating a five-year

This sneaky little tip is one that I copped off a behavioral modification book I was reading to learn how to discipline my two kids a bit better. So of course, after I used it on them – I tried it on my sales reps…and even though I shouldn’t have been surprised…it worked like a charm.

This sales training tip is called: “Give ‘em a LOFTY reputation to live up to…(even if they’ve done nothing to deserve it)”.

Terrible title…but effective technique.

Anyway, here’s how it works: Continue reading →