Saturday, March 9, 2013
3 reasons for motivating your sales representatives
By Joe Mangano
In these uncertain and turbulent money times each thriving company wants to grow in order to survive. There a 'secret ingredient ' that may have a bigger impact on the company's performance more than the products that a company makes or the services the company offers.
That secret ingredient is having a very highly motivated sales force. However , many firms fail to recognise this fact and eventually pay the price as their business deteriorates.
How does sales motivation improve a company's success?
Sales motivation is a booster fuel. Specialists agree that the final success of each sales representative is their attitude. Attitude is the fuel to a corporation's sales engine. Most sales people have good attitudes because it is a general part of their nature. However , the secret booster ingredient to attitude is motivation. When motivation 'kicks in ', sales representatives find answers that never appear to exist before. They are tireless in their pursuit of their goals. They figure out how to get sales.
Sales motivation supplies the super glue that binds teamwork. There's not a company on the planet that may survive without teamwork. If departments work in isolation, the efficiency of the organisation will quickly go downhill. Nonetheless when they are unified and focused on a common goal, the total performance is much bigger than the sum of the parts. When a sales representative identifies a significant opportunity that requires collaboration across departments they'll galvanize cooperation and enthusiasm across the team. An inspired sales representative becomes an energising leader for the company.
Sales Motivation is infectious. There's a saying, 'everybody loves a winner'. Sales is a competitive sport. Every successful sales representative wants to be a winner. They would like to be #1. Its an element of their competitive nature. In firms with a well-managed sales organization, it tends to take on the characteristics of a team, rather than a collection of individuals. When one sales person becomes highly motivated, it becomes recognized by their peers. All of them begin to feel a boost of enthusiasm and motivation. Shortly, the whole team is performing at levels higher than ever before.
One last word on motivation.... It does not need to cost a lot of money to carry out a good motivational program. Often easy recognition will do the trick.
That secret ingredient is having a very highly motivated sales force. However , many firms fail to recognise this fact and eventually pay the price as their business deteriorates.
How does sales motivation improve a company's success?
Sales motivation is a booster fuel. Specialists agree that the final success of each sales representative is their attitude. Attitude is the fuel to a corporation's sales engine. Most sales people have good attitudes because it is a general part of their nature. However , the secret booster ingredient to attitude is motivation. When motivation 'kicks in ', sales representatives find answers that never appear to exist before. They are tireless in their pursuit of their goals. They figure out how to get sales.
Sales motivation supplies the super glue that binds teamwork. There's not a company on the planet that may survive without teamwork. If departments work in isolation, the efficiency of the organisation will quickly go downhill. Nonetheless when they are unified and focused on a common goal, the total performance is much bigger than the sum of the parts. When a sales representative identifies a significant opportunity that requires collaboration across departments they'll galvanize cooperation and enthusiasm across the team. An inspired sales representative becomes an energising leader for the company.
Sales Motivation is infectious. There's a saying, 'everybody loves a winner'. Sales is a competitive sport. Every successful sales representative wants to be a winner. They would like to be #1. Its an element of their competitive nature. In firms with a well-managed sales organization, it tends to take on the characteristics of a team, rather than a collection of individuals. When one sales person becomes highly motivated, it becomes recognized by their peers. All of them begin to feel a boost of enthusiasm and motivation. Shortly, the whole team is performing at levels higher than ever before.
One last word on motivation.... It does not need to cost a lot of money to carry out a good motivational program. Often easy recognition will do the trick.
About the Author:
Joe Mangano is a top performing Sales Leader and Business Developer with experience in Channel and Partner sales. During his very successful career he's received the Presidents Club Award at HP, 10 Achievers Club Awards and 3 MVP awards. He is the founder of PinnacleSelling.com, a site that provides sales representatives with cutting edge sales motivation, selling techniques, selling techniques and coaching about how to increase sales.
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