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Sandler Training | Chicago & Northbrook, IL

Sales Motivation

We are officially in ‘call after the holidays’ mode! I imagine a secret email or memo that goes out to all the prospects that you may call on and they don't tell you about this memo because it's top secret. It basically says:

“Hey, now until January 2nd, you can use ‘call me after the holidays’ as your blow-off to salespeople” I have a pretty good indication based on my spies that this secret memo does exist somewhere.


You should never ask a question, make a statement, or behave in any way unless it is in your best selling interest.

Prospects have specific criteria with which they make a buying decision. They buy products or services to fill a real or perceived need. They have an idea of how much money they are willing and able to invest.

Tim, a new sales hire, was having trouble setting appointments. Miguel, his sales manager, wanted to know why.

As a manager in sales you are ultimately responsible for sales. What did we sell today or this month or this quarter or this year? That’s the ultimate scorecard. But if we're going to be effective at managing salespeople, we can't just be looking at results.

There's a rap that sales people get that they sell just to make the commission. They sell just to hit their numbers, which is stereotypical. Some sales people do this, but the vast majority don't. They're out there for the right reasons. I want to share with you the two main principles of “The Ethical Selling Model” and you can determine if these apply to you.

Negativity breeds negativity and 'No Complaining' is one of the mindsets that I want to encourage you to think about.

When I speak with managers about personal development, I'm like a broken record. You've heard me say it a hundred times:

When you get a new account or are trying to land some business from a competitor, is the prospects focus just on the price? When it comes to the budget step, it's also about things like time and resources. In this post, I want you to have a little bit more of a structure in the budget step, have a better roadmap to get through this process and help you feel a little bit more effective and confident getting past the dollars and cents.

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One of the key aspects of the sales process is pain discovery. Today I want you to know a little bit more about what true pain looks like, so that you have a better feel for when you're there and a better understanding of what it's going to accomplish in the process. Most people spend time on problem identification but it's the intellectual stuff, it's the surface issues, and they don't get below the surface as to what the real issues are. One of our rules is "pain is personal and emotional".

You've probably felt like the prospects, quite often, are controlling the sales process. If you've been in sales for any longer than five minutes that's happened to you, because it's happened to everybody in sales. The purpose of this blog post is to help you know a little bit more about what might be happening in the sales process, so you have a better feel for how to counteract it, and a better understanding of when it's happening to you.

We’re all motivated by different things. Some people may be motivated by money, while others may be motivated by feeling valued. And then there are some who are fired up purely by internal pride and self-affirmation. Wherever you draw your energy from, and whatever you feel your purpose is, it shapes the way you approach your business, and ultimately accelerates or undermines your success.

Let’s face it motivation, or motivating others is hard, especially if they are employees of yours. One of the most common things I hear from business leaders is “our people just need to be motivated.” Now, in all honesty, this may be a true statement. 

Compensating the sales team is one of the toughest things to get right in your business. If you pay them too little, good salespeople will leave for better opportunities. Pay them too much, and they get complacent and stop growing revenue. To inspire and motivate top performing salespeople, you must use the Goldilocks Principle and get the compensation package “just right.” Let’s look at the pros and cons of some popular options.

2017 was going to be different. My sales team and I had lofty expectations and challenging goals, but we knew we would attain them. The year started off well and we saw positive results right out of the gate. Then, we lost a client, we had an issue with our network, and when the warm weather came through, we were completely knocked out of our groove. Sound familiar? 

Need some motivation? Look no further than this group of TED Talks, from experts in a variety of fields. From the aid worker who battled hippos (and lost) to the analyst who discovered the power of drawing toast (and how those drawings revealed simple solutions to complex problems),” this roundup of TED Talks is ideal for motivating yourself or your sales team.

Why? Why do we get up every day and go to work? Because we have bills to pay: Really? Listen to the news-not paying your bills is now as much a status symbol as a Gold Card in the 1980's. Because that's what is expected: Really? In most companies, the last time you saw your job description was the day you interviewed-and you don't know what is really expected, do you? Because employees depend on us: Really? Management texts say a great manager implements systems that will operate well when management is not there. Really it's because Mom or Dad said so

Over the last eight years I have done hundreds of one-on-one performance coaching sessions with salespeople, and the single most frequent question I hear is, "How do I get better?" It's a meaningful question and almost always asked with a genuineness that signifies the person speaking really wants help. I usually respond to that question with a question of my own that goes like this, "Do you really want to know?" You see, at these moments I'm always reminded of a statement by Dr. Lee Thayer, "Most people prefer the problem they have to a solution they don't like."e

How's your memory? Do you fall into the category as described the old adage, "I'd forget my head if it wasn't connected to my body"? Are you constantly setting traps for yourself to be on time for meetings or where your car keys are placed or what's supposed to be happening on your schedule from hour to hour?