Motivating Your Sales Team Course

Course Introduction

Our motivating sales team course is intended for managers in sales and marketing who are interested in motivating their sales teams to a higher level.

Motivating Your Sales Team Course

Course Outline

Our motivating sales team course is intended for managers in sales and marketing who are interested in motivating their sales teams to a higher level. The first thing we teach participants is how to create a motivated environment. The environment means training your team, reproducing best business practices from industry leaders and tailoring your training to your team’s intrinsic needs. Communication is key here and good communication requires frequent group meetings. It also means frequent one on one meetings and an open door policy to all team members. Know your team, know their strengths and their weaknesses both individually and as a collective. Make sure that the opportunity to develop in areas needing development is available. Frequent feedback from the team is necessary for communication. Training is indispensable and there should be a focus on ongoing training and development. Peer training is equally important and gives team members the chance to be leaders, we cannot exaggerate the benefits of mentoring and the result of good mentoring. It is important to keep the focus of the team positive.

The key to motivation is reward; rewards come in may come in different forms and individual team members will prioritise different rewards. Rards can be tangible such as certificates on completion of training, or individual or team trophies at the year endew. Reward can mean recognition for initiative, or recognition for consistently excellent productivity. Some team members may attach more value to financial rewards, such as bonuses or pay increases especially if the team works on a minimum salary for commission basis. Lastly team members working long hours may regard time off or free time as a reward. A motivational environment is one in which achievements are regularly acknowledged, achievements can be reaching or exceeding a sales target, landing new clients, situational leadership, peer mentoring and achievement of team goals.TIP: Wal-Mart have an excellent recognition system that works from the bottom up, they give the employee’s peers a chance to share the recognition and their system works from the bottom up. Not every achievement needs to be recognised publically but ideally there should be some way of acknowledging achievements by the company. Depending on the size of the company this could happen in meetings or at an annual award ceremony. Do encourage documentation of recognition by the employee (the Go You! File) which the employee can present at the annual performance meeting. We round off our course with an overview of training sales teams.

Key outcomes of the course include:

Component 1: Starting Out
• Housekeeping matters and administration
• Pre-Assignment Assessment
• program Objectives
• The Parking Area
• activity Plan

Component 2: Making A Motivational Environment
• Frequent Team Check-Ins
• Train Your Team
• Emulate Best methods
• 1 Size Does Not Fit All!
• Training Example
• Component 2: Assessment Queries

Component 3: Communicate to inspire
• Regular Group Meetings
• Regular 1 on 1 Meetings
• Concentrate On Strengths as well as Development Areas
• Ask for suggestions
• Training Example
• Component 3: Assessment Queries

Component 4: Train Your Team
• Concentrate On Training as well as Development
• Peer Training
• Mentoring
• Keep the Focus Positive!
• Training Example
• Component 4: Assessment Queries

Component 5: Emulate Best methods
• Look to Industry Leaders
• Solicit Team Member Suggestions
• Take a Field Trip!
• Leverage Outside Expertise
• Training Example
• Component 5: Assessment Queries

Component 6: supply Tools
• The Right Tools
• Ask Team Members Exactly What Tools They Need
• supply High Quality Tools
• Allow for Training
• Training Example
• Component 6: Assessment Queries

Component 7: Find Out Exactly What Motivates staff members
• 1 Size Does Not Fit All
• Find Exactly What Motivates Individuals
• Find Exactly What Motivates the Team
• Tailor Rewards to staff members
• Training Example
• Component 7: Assessment Queries

Component 8: Tailor Rewards to the worker
• Motivation is Personal!
• Choose 1-3 Motivators
• worker Personal Objectives
• Reward Achievements
• Training Example
• Component 8: Assessment Queries

Component 9: Create Team Incentives
• Incentives Foster Teamwork
• Team Objectives
• Choose 1-3 Motivators
• Reward Achievements
• Training Example
• Component 9: Assessment Queries

Component 10: Implement Incentives
• Regular Incentives
• Mark Milestones
• Encourage Friendly Competition
• Keep Value Reasonable
• Training Example
• Component The: Assessment Queries

Component 11: understand Achievements
• Recognition Motivates!
• understand Achievements Regularly
• understand Achievements Publicly
• Document Achievements
• Training Example
Concluding• Component 11: Assessment Queries

Component 12: Concluding
• Wise Men’s words
• Assessment Of The Parking Area
• Key Learnings
• Further reading
• Evaluations as well as Completion Of activity Plans

Course Duration

1 day/s

Who should attend

This is a managerial course in sales.

**Quote does not include Any Exam Fees (if applicable)

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