Managing sales teams is not as easy as it seems. Not only does it require defining key selling activities and aligning a team around them, while simultaneously monitoring and course-correcting performance, but it also means effectively managing and motivating an entire team of sellers. That last part, alone, is a full-time job. And it’s not...Read More
After more than a decade in sales management, Heather Monahan says her biggest fear is losing her best reps. We can’t blame her. Research from The Bridge Group found that the average rep turnover rate is 34 percent. What’s even more worrisome is that one in ten companies experience turnover rates of over 50 percent....Read More
Sales team motivation is no longer just carrots and sticks. In fact, research from Daniel Pink has found that when it comes to complex and creative tasks like selling, extrinsic motivators (punishments and rewards) aren’t as effective as intrinsic motivators. Daniel outlines his research in a TED Talk: Extrinsic motivators work for routine, algorithmic tasks....Read More
Sales motivation may not be as simple as you think. Many organizations rely on traditional punishment-and-reward systems to motivate reps. But in his book “Drive: The Surprising Truth About What Motivates Us,” author Daniel Pink explains that more powerful forms of sales motivation can come from intrinsic sources. He points to multitudes of research that...Read More
Sales leaders, here’s something to be grateful for this year: inexpensive sales incentives. The last thing you want to do at the end of the year is try to find budget to motivate your sales team. But the good news is that you don’t have to. Competition, recognition and low-cost sales incentives can all drive...Read More
Sales motivation tends to dip during summer months. When the weather starts to cool off, however, you can heat things up for your revenue stream. We know that sales motivation doesn’t only come from commissions or dreams of the President’s Club. Get your team operating on high gear this fall with a contest or quick...Read More
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