The Sales Leader Blog

What drives salespeople to perform? While money is one motivator, it’s not the only thing. In fact, most high-performing salespeople achieve their best results because they are motivated by accomplishment and recognition first, and money second.

It’s common, but problematic, for managers to assume everyone is motivated by the same thing. The key to creating a top-performing team is finding the unique factors that drive your sellers. Check out our article on the Globe and Mail this week at to find 7 tips on how to motivate your team effectively!

Dedicated to increasing your sales,

Colleen

Podcast: Play in new window | Download

Always be recruiting. This podcast examines the importance of continually looking for great talent and offers some best practices to consider. 

1. Use a professional recruiting company the specializes in sales
2. Develop an internal referral program
3. Ask other people you interact with for referrals, and to suggest who they might like to work with
4. Get varied interview feedback
5. Vary your interview locations

….And another year wiser! Here is what I discovered during my 42nd year:

1. The more value you deliver the more people want to be associated with you.
2. Doing more work, adding more stuff, saying more, is not always what is needed. Sometimes a simple “you are right” is the best advice.
3. Your clients benefit most when you deliver results quickly.
4. People are interested in you if you are interesting. Go places. Do things. Read. Participate fully in the opportunities around you.
5. The economy is what you make it. In every market there are people succeeding where others are failing. Look for the successful avatars around you.
6. You must treat yourself well and with respect if you want your customers to treat you well and with respect.
7. You don’t have to sell to everyone.
8. People need accountability. Coach for success.
9. You achieve more by building on strengths not by correcting weakness.
10. Buyers want to work with highly successful thought leaders. Not sales people.
11. The key to fully leveraging your current clients is by developing Corporate Rapport.
12. You only need an Account Management program for those accounts you wish to keep.
13. You get what you expect.

Can’t wait to see what 43 brings.

All the best to you this year,

Colleen

I order from Amazon or other online sources weekly and am always pleased with the selection, price and delivery speed. Sometimes though I can’t believe the stupid packaging…

Not only has this got to be expensive, and an environmental nightmare, it’s irritating as hell to the consumer (me) because the mailman won’t leave the package at the house.  Definitely a client repellent experience. What post sale experiences do you have the negatively impact the customer experience?

Dedicated to increasing your sales,

Colleen

Podcast: Play in new window | Download

#1 is the most dangerous number in sales Your goal is to be ubiquitous. Have a broad range of clients and services, an unlimited number of channels to market, and a variety of client attraction approaches. This will assure long range of success.