{"id":1648,"date":"2008-07-07T10:42:40","date_gmt":"2008-07-07T15:42:40","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2008\/07\/7-sales-de-motivators\/"},"modified":"2008-07-06T17:48:08","modified_gmt":"2008-07-06T22:48:08","slug":"7-sales-de-motivators","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2008\/07\/7-sales-de-motivators\/","title":{"rendered":"7 Sales De-Motivators"},"content":{"rendered":"<p><a target=\"_blank\" href=\"http:\/\/www.sellingpower.com\/html_newsletter\/article.asp?NLid=4&amp;Layout_ID=778&amp;ARTid=3492&amp;nDate=June+25%2C+2008\">This list comes from Brian Tracy<\/a> via the SellingPower.com Incentives newsletter.\u00a0 If you have ever managed salespeople, you know how important proper motivation is.\u00a0 Some days salespeople just don&#8217;t have it so you have to step in as their manager and give them that push they need.<\/p>\n<p>The problems start when you find yourself stepping in daily.\u00a0 At this point, you clearly have a de-motivated salesperson.\u00a0 If you are at this point, here are some topics to consider:<\/p>\n<blockquote><p><strong>1. Where am I going?<\/strong><br \/>\nSalespeople lose their sense of direction when they are unclear on precisely what is expected of them on a daily basis, what their goals and quotas are, how their performance will be measured, and in what time frame. If, as the saying goes, clarity is 95 percent of success, the lack of clarity must be 95 percent of failure.<\/p><\/blockquote>\n<p>If you want to see this problem in spades, hire a new salesperson and leave these items undefined.\u00a0 We have seen it too often of late.<\/p>\n<blockquote><p><strong>2. How am I doing?<\/strong><br \/>\nKen Blanchard says that feedback, not Wheaties, is the &#8220;Breakfast of Champions.&#8221; On a weekly, daily, even hourly basis, people need to know how their performance measures up against stated goals and quotas. When a rep makes a sale, pick up the phone and offer congratulations. During weekly sales meetings, take the time to summarize the week&#8217;s sales results and share how well different team members are doing.<\/p><\/blockquote>\n<p>We had one sales manager who did not offer any feedback to his salesperson.\u00a0 When we asked why, he said he was simply &#8220;observing him.&#8221;\u00a0 Frightening.\u00a0 The concern here is always the same &#8211; if you don&#8217;t interact with them, you can&#8217;t coach them.\u00a0 If you don&#8217;t coach them, they will do things their own way.\u00a0 It is at this point that the sales manager now loses touch with the critical pieces of information needed to do his or her role (forecasting, market adjustments, share competitive info with the team, new product\/service suggestions, etc.).<\/p>\n<p><a target=\"_blank\" href=\"http:\/\/www.sellingpower.com\/html_newsletter\/article.asp?NLid=4&amp;Layout_ID=778&amp;ARTid=3492&amp;nDate=June+25%2C+2008\">You can read the entire article to learn all 7 de-motivators<\/a>.\u00a0 I highly recommend it.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>This list comes from Brian Tracy via the SellingPower.com Incentives newsletter.\u00a0 If you have ever managed salespeople, you know how important proper motivation is.\u00a0 Some days salespeople just don&#8217;t have it so you have to step in as their manager and give them that push they need. The problems start when you find yourself stepping in daily.\u00a0 At this point, you clearly have a de-motivated salesperson.\u00a0 If you are at this point, here are some topics to consider: 1. Where am I going? Salespeople lose their sense of direction when they are unclear on precisely what is expected of them on a daily basis, what their goals and quotas are,&hellip; <a class=\"read-more\" href=\"https:\/\/selectmetrix.com\/blogs\/2008\/07\/7-sales-de-motivators\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[14,4],"tags":[837,838,836,1750,213],"class_list":["post-1648","post","type-post","status-publish","format-standard","hentry","category-communication","category-sales-management","tag-managing-sales","tag-motivating-sales","tag-sales-leadership","tag-sales-management","tag-sales-manager"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-qA","jetpack-related-posts":[{"id":1490,"url":"https:\/\/selectmetrix.com\/blogs\/2008\/03\/the-essence-of-sales-management\/","url_meta":{"origin":1648,"position":0},"title":"The Essence of Sales Management","author":"Derrick Moe","date":"March 28, 2008","format":false,"excerpt":"This is a tough topic because there isn't a cookie-cutter sales manager template that fits for all companies.\u00a0 Our experience has been that smaller-sized companies tend to expect the sales manager to carry a significant quota while larger companies expect the sales manager to manage without carrying a personal quota.\u00a0\u2026","rel":"","context":"In &quot;Onramping&quot;","block_context":{"text":"Onramping","link":"https:\/\/selectmetrix.com\/blogs\/category\/onramping\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1604,"url":"https:\/\/selectmetrix.com\/blogs\/2008\/06\/secret-traits-of-top-salespeople\/","url_meta":{"origin":1648,"position":1},"title":"Secret Traits Of Top Salespeople","author":"Derrick Moe","date":"June 4, 2008","format":false,"excerpt":"SalesHQ.com offers up an article that discusses the \"secrets\" of top sales achievers.\u00a0 A couple of the secrets: \u2022 Position themselves with the real decision-makers and avoid those without \u2018approval power\u2019. They are able to first identify and then access the formal decision making unit. \u2022 Recognize when to treat\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"https:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1347,"url":"https:\/\/selectmetrix.com\/blogs\/2007\/12\/managing-a-remote-salesforce\/","url_meta":{"origin":1648,"position":2},"title":"Managing A Remote Salesforce","author":"Derrick Moe","date":"December 20, 2007","format":false,"excerpt":"We talk about this topic at length because it is more than a trend.\u00a0 ManageSmarter.com's Long-Distance Teambuilding addresses this topic in a real-world manner: \"Sellers by nature like to be in a team environment\u2014they want a high-five and a talk around the water cooler,\" says Cowitt, vice president of national\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"https:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":977,"url":"https:\/\/selectmetrix.com\/blogs\/2007\/06\/the-path-to-sales-improvement\/","url_meta":{"origin":1648,"position":3},"title":"The Path To Sales Improvement","author":"Derrick Moe","date":"June 4, 2007","format":false,"excerpt":"When you boil it down to the basics, sales departments are measured by profit increases. Simple, yes, but that is the crux of the goal. Operational efficiencies are part of the equation, but the focus here is on increasing profits via increased revenue. So how do companies go about achieving\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/06\/windowslivewriterthepathtosalesimprovement-73cdpath-bridge6.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":2478,"url":"https:\/\/selectmetrix.com\/blogs\/2011\/03\/conventional-wisdom-about-sales-managers\/","url_meta":{"origin":1648,"position":4},"title":"Conventional Wisdom About Sales Managers","author":"Derrick Moe","date":"March 29, 2011","format":false,"excerpt":"Here is an article from Eye on Sales that addresses a common sales management topic \u2013 should you promote your top salesperson into the sales manager role?\u00a0 I would argue that the conventional wisdom is to avoid making this mistake. From the article: Sales management mistake #1: Promoting top performers\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1346,"url":"https:\/\/selectmetrix.com\/blogs\/2007\/12\/motivating-salespeople\/","url_meta":{"origin":1648,"position":5},"title":"Motivating Salespeople","author":"Derrick Moe","date":"December 19, 2007","format":false,"excerpt":"Sales managers have to be part-time psychologists in their leadership position.\u00a0 The best salespeople have an internal motivation that drives them to succeed.\u00a0 Yet, a strong sales manager still has to know each salesperson's drivers and how to access them when needed. Selling Power offers a short article titled Internalizing\u2026","rel":"","context":"In &quot;Leadership&quot;","block_context":{"text":"Leadership","link":"https:\/\/selectmetrix.com\/blogs\/category\/leadership\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1648","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1648"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1648\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1648"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1648"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1648"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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