“The Power of Leadership”

More from Dave Lakhani and his recent book How to Sell When Nobody’s Buying (and How to Sell Even More When They Are).  Dave’s advice…

DON’T FORGET TO RALLY THE TROOPS

Motivation is a key factor in keeping your team selling in tough times.  Management can help provide motivation, so be creative about motivating your people.  Think about actions, big and small, that you might take and make a big difference in the motivation of your team…

• Cook them breakfast at the office.  It’s easy and people love it!  You then tell them to go do something unexpected for their clients today.
• Create Sales contests for the Day, the Month, or the Quarter.
• Give a cash bonus to someone who did something exceptional on your team.  It doesn’t have to be much; a $100 bill can do wonders.
• Create a President’s Club with your CEO.  Set criteria for sales people to qualify for the club.  Make the membership rewarding to the ones who meet or exceed quota.  Give them recognition for their membership and being a star.
• Create a low-performers award, an “In the Tank” award for the person who sold the least.  No one wants to win the Toilet Seat prize for that award!
• Take everyone out for ice cream when they achieve their goal.

There are thousands of ways you can provide extra motivation for your sales team; you just have to think about what you are trying to accomplish and create a nice little incentive that you think your team will be fired up about.

In challenging times, good sales managers earn their keep.  This is your time to help your team excel.  In many ways this is exactly the opportunity you’ve been waiting for.  Step up and lead your team to new heights and create new opportunities in a market everyone else fears. 

“You can accomplish anything if you believe strongly enough in yourself.” – Paul J. Meyer

Have a great day!

Shawn

Russ M. Miller, LLIF – Chairman & CEO
Performance Institute (Human Capital Development)
Global CEO Academy (Management Training)
Sunny Hong Zhang – Managing Partner – China
Shawn M. Miller – Managing Partner – USA

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