Products

How to Manage & Motivate a Sales Team

Part of 'Take Away Training' series

Media Type - DVD
Author - Eve Ash
Subject(s) - Selling Skills , Teams

Sales managers all need to implement the seven essential skills covered in this program to ensure the success of their sales team. Find out how to encourage best performance.

Training Points

1. Select the right people

  • Winning characteristics
  • Highly motivated and enthusiastic
  • Good presentation skills, appearance and the way they talk
  • Good listening skills
  • Experience - product, industry or sales
  • Eager to learn
  • Persistence
  • Competitive
  • Attention to detail

2. Clarify expectations

  • Set targets and goals
  • Setting standards in the way things are done. Eg. Using common procedures
  • Setting territories
  • Handling preexisting clients
  • Service expectations

3. Provide resources

  • Give people the tools to be able to do their job

4. Monitor performance

  • Tracking sales
  • Listening to phone calls
  • Go with them to a sales presentation
  • Call customers to ask how the service was

5. Develop skills

  • Finding out where a team member is lacking skills and develop them
  • Know peoples learning style
  • Help people get rid of negative beliefs
  • Pair someone who is struggling with someone who is doing really well

6. Reward & motivate

  • Younger sales people in their 20s, need reassurance that they are making progress
  • Sales people in their 30s need higher rewards and incentives
  • Late 30s and 40s, sales people want status and formal recognition
  • Late 50s and 60s they want minimal effort
  • Monetary rewards
  • Peer recognition - ringing a bell for a sale, sales person of the month, top sales in a month

7. Provide support

  • Showing you care about your employees

Dealing with burnout:

  • Talk and discuss reasons why they are feeling burnt out
  • Conduct motivation sessions
  • Cut responsibilities

- 10 Employability Attributes & Skills
- 10 Essential Interviewing Skills
- 10 Essential Reception Skills
- 10 Essentials For Successful Induction
- 10 Healthy Work Habits
- 10 Point Checklist Before Delivering Training
- 10 Point Checklist For Briefing A Consultant
- 10 Powerful Networking Skills
- 10 Steps to Flawless Appraisal Interviews
- 15 Ways to Handle Today's Stress
- 360ยบ Feedback
- 5 Steps To High Self Esteem
- 6 Essential Steps to Getting That New Job
- 6 Ways To Boost Your Career Prospects
- 6 Ways To Build Rapport
- 6 Ways To Increase Job Satisfaction
- 6 Ways to Manage Overload
- 6 Ways to Prevent Sloppy Work
- 6 Ways To Resolve Conflict
- 7 Key Sales Skills
- 7 Steps To Improving Communication
- 7 Ways to Handle a Difficult Boss
- 9 Essentials for Exit Interviews
- Adult Learning Principles
- Advanced Sales Techniques
- An Introduction to Business Ethics
- Art of Behavioural Interviewing, The
- Art of Questioning, The
- Balancing Work & Private Life
- Be Careful With Email
- Best Practice Workplace Checklist
- Business Etiquette
- Career Planning
- Changing Role of Managers, The
- Coaching
- Common Facilitation Mistakes
- Conducting Successful Discipline Interviews
- Conducting Training Activities
- Conflict Within Teams
- Consulting Skills For Professionals
- Controlling Meetings
- Coping With Change
- Coping With Retrenchment
- Counselling Poor Performers
- Dealing With Abusive & Threatening Calls
- Dealing With Difficult People
- Dealing with Manipulative People
- Dealing with the Unmotivated Employee
- Dealing with Trauma & Distress
- Decision Making In Groups
- Delegating & Prioritising
- Designing And Delivering A Training Session
- Developing A Training Plan
- Developing Assertiveness Skills
- Developing Emotional Competence
- Difficult Presentations Made Easy
- Eliminating Workplace Bullying
- Energy & Enthusiasm
- Essential Counselling Skills
- Evaluate Anything!
- Facilitation Skills
- Getting The Most Out Of Training
- Giving Personal Feedback
- Giving Up Bad Habits
- Going For A Job Interview
- Handling Complaints
- Handling the Difficult Customer
- How To Develop Your People
- How to Make a 5 Star Impression
- How to Manage & Motivate a Sales Team
- How To Mentor
- How To Sell A New Idea
- How to Survive Email Overload
- Increasing Motivation At Work
- Leadership
- Leading Group Discussions
- Learning From Mistakes
- Learning To Learn
- Listening
- Making Teams Work Brilliantly
- Management Mastery Checklist
- Managing A Mature Age Workforce
- Managing Aggression in the Workplace
- Managing Boundaries
- Managing Performance
- Managing Upwards
- Men and Women Are Different
- Mentoring
- Moving To E-Learning
- Negotiating with Suppliers
- New Supervisor, The
- Overcoming Harassment
- Overcoming Personal Barriers to Diversity
- Personal Goal Setting
- Positive Thinking
- Power Of Empathy, The
- Preparing For Your Appraisal
- Problem Solving & Initiative
- Project Management Success Factors
- Psychology of Saying Sorry, The
- Public Speaking With Confidence
- Reducing Absenteeism
- Regaining Control Of Your Day
- Sales & Service Turn-Offs
- Selection Techniques
- Self Empowerment
- Setting Agendas and Taking Minutes
- Spirit Of Service, The
- Staying Happy & Positive Throughout Life
- Stress Management
- Successful Thinking Habits
- Supervisory Styles
- Take Away Training Series
- Time Management
- Understanding & Dealing with Depression
- Understanding Body Language
- Understanding Group Dynamics

  • Length - 19 minutes
  • Pricing
    Price - INR 5,950
    Intl. Price - A$ 240.00
  • Additional Remark

    See 'Take Away Training Silver' series for quantity pricing