Sales can be a tough job, and it can be hard to keep your sales team motivated to pursue leads and close deals day after day. Rejection is sometimes part of the job in sales, and that can make some days more difficult than others. Developing a solid set of strategies for motivating your sales team will not only increase your bottom line, but will increase team member satisfaction and retention. Taking the time to figure out how best to prepare and motivate your sales team is one of the best investments you can make in your organization.

 

Course Outline


INTRODUCTION
Course Objectives


MODULE 1
Create a Motivational Environment
Conduct Frequent Team Check-Ins
Train Your Team
Emulate Best Practices
One Size Does Not Fit All!
Knowledge Check


MODULE 2
Communicate to Motivate
Regular Group Meetings
Regular One on One Meetings
Focus on Strengths and Development Areas
Ask for Feedback
Knowledge Check


MODULE 3
Train Your Team
Focus on Training and Development
Peer Training
Mentoring
Keep the Focus Positive!
Knowledge Check


MODULE 4
Emulate Best Practices
Look to Industry Leaders
Solicit Team Member Suggestions
Take a Field Trip!
Leverage Outside Expertise
Knowledge Check


MODULE 5
Provide Tools
The Right Tools
Ask Team Members What Tools They Need
Provide High Quality Tools
Allow for Training
Knowledge Check


MODULE 6
Find Out What Motivates Employees
One Size Does Not Fit All!
Find Out What Motivates Individuals
Discover What Motivates the Team
Tailor Rewards to Employees
Knowledge Check


MODULE 7
Tailor Rewards to the Employee
Motivation is Personal!
Choose 1-3 Motivators
Employee’s Personal Goals
Reward Achievements
Knowledge Check


MODULE 8
Create Team Incentives
Incentives Foster Teamwork
Team Goals
Choose 1-3 Motivators
Reward Achievements
Knowledge Check


MODULE 9
Implement Incentives
Regular Incentives
Mark Milestones
Encourage Friendly Competition
Keep the Value Reasonable
Knowledge Check


MODULE 10
Recognize Achievements
Recognition Motivates!
Recognize Achievements Regularly
Recognize Achievements Publically
Document Achievements
Knowledge Check


ASSESSMENT
Post Test

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