- Temperament testing is a must! Before you invest your time and energy into training make sure you check for temperament suitability. Temperament testing allows you to identify those who by nature lack the discipline, desire or self-motivation to consistently achieve peak performance. Sales managers who lack the benefit of temperament understanding are inclined to place too much emphasis on their gut-level feeling during the hiring process. If you hire someone that is not suited for the position, you will experience low morale, high turnover, and find yourself constantly in the training mode. On the other hand, when you recruit the right person you will find that they are self- motivated and eager to train.
- Look for "hot buttons." Traditionally, sales managers have relied primarily on commission to motivate their sales force. Unfortunately, a compensation structure based solely on commission does not address individual motivational factors and therefore, money alone will not motivate your sales force. A successful incentive program is a mixture of awards, recognition, and peer pressure. There is tremendous power behind a timely word of praise or a handwritten note acknowledging achievement. While money is certainly an important ingredient in any incentive program, it should by no means be the only tool in a manager's motivational toolbox. If money by itself were a sufficient motivation, commission-based salespeople would simply sell more without additional enticement.
- Make the training fun and positive. All cats and most salespeople have pretty short attention spans and low boredom thresholds. Keep lessons short, interesting, and always try to end on a positive note.
- You must be patient when training cats or salespeople. It's important to respect individual abilities and preferences. Make allowances for personality, and don't get frustrated if the training schedule doesn't go exactly as expected. Remember that people have off days and on days just like cats. ''When I'm really pushing and the going gets tough," says Silverman, "sometimes the cat just sits down and says, 'I give up.' Even the brightest cats, if they feel you're pushing them too hard, will, in effect, say, 'Screw you, buddy, I'm going to go over there, sit down, and stare into space.'''
- Make sure to take time for rest and relaxation. All work and no play will make the cat, the salesperson, and the trainer grumpy. Whether it is playing with a ball of yarn or enjoying a round of golf, taking time out to play is critically important. By successfully balancing play and work, you will return recharged, refreshed, and ready to accomplish more. By incorporating these five powerful tips into your training program, you will develop an award-winning sales team and achieve unbelievable results!
John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 877 725-3750.
Published Networking Today April 2008
