Managing Sellers 558

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Managing Sellers 558

• Motivation Leadership

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On Motivation

• We know nothing about motivationall we can do
  is write books about it
• Peter Drucker
• Doing or saying something that causes a person
  to act. a still body going into motion
• Noah Webster

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Compensation as motivator

• Its a very big part of the answerDont let
  anybody tell you differently
• Most managers wouldnt want a salesperson who
  isnt interested in making more cash
• But its not everythingand thats where things
  get complicated

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Things that motivate other than

• Peer pressure
• Chart results
• Intramural competition works!!
• Contests and prizes amongst team
• Recognition
• Show efforts are appreciated (in front of group)
• Credit
• Where it is due. Never for the sales mgr
  regardlesss of his/her role

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More stuff to do

• Awards
• Produce those silly plaques and pins
• Contests
• Best involve the spouse. Winning w/ spouse
• Trust
• Promise kept, let them handle job alone
• Potential for unlimited earnings

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Still more

• Opportunity for advancement
• Yes mature companies must pay more
• Stability
• Top mgmt, profits, policies including pricing,
• That forget about what we did before, we are off
  to a fresh start story only works a few times
  with sellers
• Good products that offer customer value
• Decent and fair treatment
• Humiliation, bullying, undue quota pressure,
  favorites

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And more on motivation

• Affection
• Yep, this works. Build sales crew esteem by
  holding them in esteem.
• People work better and harder if they believe
  they are liked.
• Realistic goals (quota and other)
• Input from sellers on goals
• Decision making responsibility
• Give them some say in cutting deals

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And finally

• Training
• Show them the best and invest
• Variety
• Helps prevent burnout with your veterans
• Achievement
• Attainable goals that lead toward a job well done

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Motivation

• What works for one leaves another cold
• Bottom line Do your sellers believe that
  management always has their best interests at
  heart?

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Tips for handling people

• Practices creating dialogues not monologues.
  Respect other opinions
• Better to underreact rather than overreact
• Situations escalate when intensity gets matched
• Rehearse when facing a difficult situation. Say
  exactly what you planned to say only

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Feel , Felt, Found Approach

• I know how you feel
• I felt that way once
• I have found that
• This technique builds a bridge to employees

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People Handling continued

• Dont patronize or discount them when speaking
• Be assertive. State views and directions in a
  firm but nonaggressive way
• Be precise
• Be complimentary
• Be sincere
• Deliver info with a positive attitude
• Dont debate. Dont get into a test of verbal
  skills