The question remains on how to train your salespeople properly. Most companies focus on teaching the basics, such as learning how to talk on the phone, learning about the products the company sells, and touching upon how to close the deal. However, this isn’t enough, especially when you consider that every company in the world does the same thing. Motivational sales training works differently in that it teaches the basics and can teach more in-depth features, such as more about closing a sale. However, it also teaches employees who to self-motivate themselves and teaches managers and supervisors how to motivate their team.
Why Motivation is Important
When your managers can motivate through various means, it shows that you care. You should be seen as an excellent company to work for, and you won’t be if your employees feel that you give them a couple of days of training and push them onto the floor. Managers can also be seen as cold or heartless, especially when they’re busy at crunch time with quotas and all their work. Therefore, they need to learn how to motivate the team, either using money bonuses, special privileges, or just saying ‘you did well’ when the employee has.
Employees also need to know that they can motivate themselves. They probably have short- and long-term goals. One such goal may be to sell the most products that month or have more leads than others. Giving them the opportunity to create those goals and learn how to succeed is a big part of them feeling valued and respected while at work.
While failure and mistakes are part of learning, you shouldn’t focus primarily on the mistake. Instead, you can acknowledge their passion or drive while then pointing out what was done incorrectly, helping the employee save face and believe they’re getting the hang of it.
Doug Dvorak is a sales training consultant offering customized training programs and sales coaching to help teach managers to properly manage the organizations sales professionals to increase productivity, morale and decrease turnover. Click here to know more.
