Leadership Skills
Recruit Train and Motivate Your Way to the Top
A sales manager's primary job is to recruit, train, and motivate their sales force to achieve peak performance. Of these three vitally important responsibilities, recruiting is the least understood and by far the most challenging. When you recruit the right person you will find that they are self-motivated and eager to train. On the other hand, if you hire someone that is not suited for the position, you will experience low morale, high turnover and find yourself constantly in the training mode. The importance of matching the job description to the correct temperament style cannot be overstated. Temperament testing is not only advantageous for hiring and suitability but also as a management aid to assist in training and supervision after the hiring process.
If recruiting is considered the lifeblood of an organization, then training must certainly be its pulse. Salespeople are often reluctant to take time away from their busy schedule for training and as a result, over time, become less productive. It is only natural to expect commission-based salespeople to initially resist any activity that takes them away from their customers. Award winning sales managers place a high premium on training and purposefully develop world-class training programs that excite their sales team and keep them coming back for more. While there is no perfect system that can guarantee you will hire the right person every time, there are fundamental guidelines you must follow if you expect to recruit and train your way to the top!
Click the link below to read John's article.
http://johnboe.com/articles/recruit_to_top.html
Participants will discover how to…
- Conduct effective hiring interviews and streamline the hiring process
- Approach the interview process as a Buyer and not a Seller.
- Identify key qualities and traits of applicants.
- Learn to administer and interpret temperament evaluations.
- Develop a skills assessment survey to establish training priorities.
- Design training programs that are timely, relevant, realistic and reoccurring.
- Conduct effective meetings and training critiques.
- Utilize effective role-play exercises to reinforce new skills.
The Art of Motivating Salespeople
Once a salesperson stretches to a new level of personal production, their self-confidence and expectations skyrocket. Traditionally, sales managers have relied primarily on fear or financially based incentive programs to motivate their sales force. An incentive program, based solely on money, may achieve short-term results, but it fails to address individual motivational factors and therefore will not inspire your sales team to consistent peak performance. A successful incentive program is a mixture of awards, recognition, and peer pressure. To encourage salespeople to reach their full potential, successful managers personalize incentives.
Click the link below to read John's article.
http://johnboe.com/articles/motivate_salespeople.html
Participants will discover how to…
- Develop, promote, and launch a fair and effective incentive program that is understandable, measurable and achievable.
- Discover the keys to effectively motivate and reward individuals based upon their temperament style… one size does not fit all.
- Design an effective sales incentive contest that appeals not only to top producers but also excites below average salespeople.
- Create a competitive environment without sacrificing teamwork.
- Discover how to develop, coach and retain top producers.
- Conduct monthly performance reviews in a positive manner.
- And much more!
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