Numerous books have been written on the subject of motivation. An entire industry thrives on the concept of offering sales teams elaborate incentives to drive superhero performance resulting in higher revenues and profits.
But I want to share an important observation.
Sales people are motivated by momentum. Let me say this again. Momentum motivates sales people.
When a sales pro sees progress towards important goals, he or she is motivated to do more. And, given their competitive nature, when sales pros observe peers achieving big results, they are motivated to follow their example.
Demotivation is a direct result of lack of momentum. “What’s the point of sending out prospecting messages when no-one responds?” “I’ve pitched five new clients this month and lost to a lower priced competitor every time. Why put in the effort?” “After months communicating with a prospect, she has dropped into the black hole. What a waste of my time.”
Sales pros thrive on momentum. They crave fresh thinking and alternate ideas that are smart, simple, and seen as immediately actionable to progress their sales. In other words, renewed thinking that will motivate them to act.
For example:
Armed with a fresh approach, Erin immediately repositioned the content of her proposal to outsell a large competitor, win the deal, and receive accolades from her new client. Not only was she motivated to repeat this smarter approach, she was excited to share her results with colleagues, rippling momentum across her organization.
Lisa left a training session eager to put new thinking and fresh ideas into action. An immediate shift in her approach to her client presentations resulted in a major international win. This momentum has inspired her to continue honing her technique to accelerate similar big results.
Alex’s redefinition of sales “curiosity” helped her win over a difficult client in spite of a vendor’s stale approach that almost shut the deal down. The impact of this win against difficult odds has given her the momentum to continue developing her curiosity muscle to acquire more new sales.
Looking for ways to drive momentum within your team?
Here are three ways that salesSHIFT can be of support to busy sales leaders:
Deliver BIG Results in a Distracted World
As our clients talk to us about their year-end push and their 2019 sales kick offs, I am 100% focused on providing thought-provoking content that educates and motivates, even inspires, sales pros to take action that delivers accelerated results. If this interests you, let’s schedule time to talk about your 2019 kickoff, sales meeting or Association conference. And be sure to ask about our latest presentation, “Deliver BIG Results in a Distracted World.” Do it now… before you lose the motivation.
Sales Leader’s Coaching Guide
If you are thinking of, or already have, purchased copies of my book, UNCOMMON SENSE, for your team, make sure that you download the Sales Leader’s Coaching Guide. It’s my free gift to all of you looking to drive and sustain motivation and momentum through the application of the UNCOMMON SENSE selling principles. Fifteen pages packed with coaching tips and practice exercises that you can seamlessly integrate into your day-to-day management activities to create momentum … whether you are a team of one … or a whole lot more.
Need help pushing through a recurring sale challenge?
Finding that your team’s progress stalls at a specific step of the sales process? Talk to us about scheduling a focused sales lab and /or maximizer mentor program to kick-start momentum and accelerate results through the toughest stages of the sales cycle.
