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Video  Finder
How to Manage & Motivate a Sales Team
This title is part of the Take Away Training Series
Duration: 19 minutes
AUD $275.00
Synopsis
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.
Key Learning 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
Package Description
DVD
Recommended Audiences
  • Managers
Distributed in the following format(s)
  • DVD
Available in the following language(s)
  • English
Media Type
 Video Recording
Presentation Style
  • Interview
STOCK CODE
TAT95
ISBN
9780975108833
Published
Melbourne
Filming location
Australia
Release year
2007
Copyright owner
ClickView
Publisher
Seven Dimensions