| Sales motivation in today's economy is more | | | | unlisted, you need a sales motivating environment. |
| important than ever before. As the economy slows | | | | You also need a sales motivated Management team |
| down, so do sales. Unfortunately, most sales people | | | | to support a motivated sales team. It is most |
| slow down too. Sales people, like the masses, | | | | important to engage, create and maintain a vibrant |
| become a product of the environment. Nonetheless, | | | | and sales motivating environment. One in which the |
| what do most organizations do when the economy | | | | sales people and the support team take ownership. |
| heads south? They cut costs, typically in the wrong | | | | How do you do that? Your can improve your current |
| areas such as training, sales conferences, coaching | | | | environment. Get your team together and engage |
| and sale personnel. Sales motivation does not exist. | | | | them in finding the solution. Make it the team's idea |
| They create an environment of uncertainty as well | | | | and allow them to take ownership and ultimately, |
| as contributing to and supporting the downfall of the | | | | make it happen. Now is the time for Management to |
| economy. Somewhere along the way the corporate | | | | be the facilitator and/or coach. Help your sales team |
| world must understand that the economic world | | | | get where they want to go. As an expert in |
| revolves around sales. There won't be any | | | | motivation, I know you cannot make someone else |
| transactions without sales and consequently, there is | | | | motivated. Only you can motivate you. Management |
| no revenue without transactions. Without revenue, | | | | can simply create an environment in which people |
| organizations cannot survive, and no one would have | | | | motivate themselves. Any attempt to motivate |
| a job. Sales is the heart of most jobs in an | | | | someone else is considered external motivation. |
| organization. Sales is by far the most important | | | | External motivation is temporary and usually doesn't |
| profession in every organization, in every industry, | | | | last. However, personal or internal motivation is the |
| and in every country in the world. The world | | | | true and deepest form of motivation. Internal |
| revolves around sales. Without sales, the economy | | | | motivation is everlasting. We must engage teams to |
| dwindles and we head directly into a recession. We | | | | challenge themselves and find the solutions. I |
| cannot stay afloat without sales motivation. Now is | | | | reiterate the need to create an ideal environment in |
| not the time to cut back in sales personnel, sales | | | | which motivation comes from within the individual. In |
| training, or sales motivation. Now is the time to step | | | | turn, that forward moving environment will stem |
| up and to increase your sales force or at least, | | | | from Management's support and trust in the sales |
| maintain and motivate the present sales force. Why? | | | | team. There is an additional challenge. People have a |
| It is not considered selling simply by taking orders | | | | natural tendency to be negative especially during slow |
| during a booming economy. It is necessary that | | | | or uncertain times. I strongly suggest you turn that |
| organizations have a strong, sales motivational | | | | negativity into a challenge. Firstly, re-secure your |
| structure during these uncertain times. The sales | | | | team's trust before moving forward. If the |
| group must seek out sales transactions even when | | | | organization has already contributed to cost cutting |
| their prospects are few and far between. There is a | | | | by eliminating part of the team and/or the sales |
| definite need to target efforts in a direction that will | | | | training and conferences; then, involve the remaining |
| give you measurable results within a short period of | | | | team to work on the solutions. They must believe in |
| time - R.O.T.I. - Return On Time Invested. Marketing | | | | themselves and the future of the organization. |
| and prospecting activities need to step up because | | | | Management can turn a negative into a positive with |
| one must do more to sell and do more to maintain | | | | the right perspective and discipline. Move sales |
| any sales during this uncertain economy. In order to | | | | motivation to the front of the class and don't ignore |
| accomplish all these things and many more that are | | | | the possibilities of positive reinforcement. |