Most sales managers spend the majority of their time doing activities that don’t really positively impact their salespeople’s success. Being pulled in many different directions, many tend to get mired down in the paperwork associated with a sales manager’s job rather than dealing with the “people side” of the job. The results come from the people, so focusing efforts on the sales people will pay off.

ImageMotivatorMany managers feel like salespeople should come motivated to do the job.  Unfortunately, most salespeople need help in that area. It’s the sales manager’s job to know how to motivate his/her individual team members. Some salespeople need praise, some seek recognition, some are motivated solely by money, and still others need a kick in the pants. It is your job as sales manager and leader of the team to uncover what each team member needs. And, it’s your job to use it.

 

 

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Case Study: How to Motivate Without Bonuses

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