Let us create a 3d Digital eBook for you! DigyCat.com
|
||
|
||
|
Sales Training | Let us create a 3d Digital eBook for you! DigyCat.com |
|
|
|
As They Approcah the Finish Line... The Winner Is?
Recently, right before I was about to deliver a motivational speech at a sales conference, the Director of Sales took the stage and began talking about the importance of teamwork and how all the reps needed to work more effectively together. At the conclusion of his presentation, he turned to a large flip chart and turned the front page over. On this large chart was a picture of a race track and a bunch of horses. In place of the horses heads were pictures of the sales reps faces. Each horse was at different points on the track. The Director of Sales then talked about the race that all the sales reps are in to hit a specific goal and where each one was standing in the race - and who was closest to winning the prize. I about fell off my chair! Is this the same guy who just a moment ago was talking about teamwork? Well, any thoughts about teamwork flew out the proverbial door. Incentive programs, whether they are for a sales team or any group within your company, can either be productive or counter-productive. In my opinion, the race horse idea is definitely counter productive and is a good example of a close-ended program. A close-ended program has a specific number of winners and will leave the rest feeling demoralized. Many will give up or not even start the program, because they don't feel that they could win. An open-ended program rewards everyone who reaches the goal and everyone else who didn't. Here is how to set-up an open-ended incentive program. I call it the 6 D's: 1) Define the goal. What do you want to accomplish? (Reduce absenteeism, improve safety, heighten customer service?) Don't make the goal to complicated and eliminate as many obstacles to success as possible. 2) Decide if the program should be set-up for individuals or groups. Groups alwayswork seem to work better; however, it depends on what the goal is and how many people will be participating 3) Determine the prize. Will it be cash, gifts, or how about a company wide event where all can attend and have fun and the winners receive something nice, but not "over the top?" 4) Develop a system of measurement. How will you measure any improvement? Make sure that everyone who is participating knows the rules ahead of time and that all agree the goal and the system of measurement is realistic. Allowing for participation in the overall decision process is not only effective for morale, but also insures that everyone is in agreement, before the program begins, that the goal is a valuable one, the rules are fair, and the prize is worthwhile. 5) Declare a start date. Promote the program a week or two before the actual start date and get people excited about participating. This also gives participants time to develop ideas and strategies. 6) Dedicate your time to help everyone. Get other leaders at your company involved and have them provide encouragement to all and keep everyone motivated. If all will be rewarded and the prizes are for the actual winners are not to outrageous, then everyone will have fun and know that no matter who actually wins, the goal will be reached, and that you, as well as other who are "higher up the ladder," have noticed what everyone has accomplished - and that you and "the higher-ups" are grateful for their hard work and dedication to achieving the goal. By following the 6 D's, you will create and open-ended incentive program that will not only allow you to achieve an important goal, but also increase morale, let employees have some fun while they work, and leave the racing to the "real" horses. Bob Garner is the author of "Masters of Motivation" which has been called a "must read" by business leaders. The creator of a number of CDs that have empowered thousands, Bob writes for numerous business magazines and speaks extensively worldwide on motivation, sales, and success. Sign up now for his free monthly newsletter called "Personal Success" at http://www.bobgarneronline.com
MORE RESOURCES: Sales Training - Google News GNTO plans to launch online training programme for Indian travel trade this year - TravelBizMonitor
Rainmaker Releases Latest Enhancement to B2B e-Commerce Solution - MarketWatch (press release)
Graduates wanted for Bauer Radio Academy - Radio Today
Trained Realtors help deal with foreclosures - NorthJersey.com
Nissan opens new training center in Irving - Fort Worth Star Telegram
ONTILITY Solar Training - March 1st NABCEP Exam Prep Class in Los Angeles - RenewableEnergyWorld.com
Sales Performance International Launches China Website - EON: Enhanced Online News (press release)
|
 |
|
|
RELATED ARTICLES
The Makings of a Salesman Salesmanship is the force that moves business. Without it all business would be at a stand-still. Increase Sales - Overcoming Barriers Ever thought to yourself, "If only my team members would complete the tasks that we mutually agreed to in our action plan."Most managers have felt this way about certain employees at some point in time. Bite Your Tongue Most people don't realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week. 5 Ways to Increase Business Sales by Contacting Your Existing Customers One of the best ways to increase your sales and one that won't cost you a lot or take a huge amount of time is by selling more to your existing customers. This can be a lengthy process and expensive to win over a new customer between advertising, sales calls, and approvals. Why Salespeople Dont Take Risks Proponents of traditional sales training simply teach the material, sometimes in a very entertaining format, but they place the responsibility for using the material on the salesperson.So what happens? The salesperson sits at home, stuck with personal flaws related to identity, and he can't perform. Sales Closing: Dont Close Sales - Open Relationships to Achieve Multiple Sales A lot is written and talked about in regard to closing sales and in the traditional wisdom of sales experts, "closing" is regarded as the vital skill that sales people need to be successful. I would like to share my experience about "closing" and tell you why I think focusing on closing the sale is actually a non productive and destructive activity and tell you what, in my experience, has proved to be a better selling strategy. How Salespeople Can Create Immediate Believability And Credibility It pays to be specific. I believe that statement is true. 5 Powerful Tips To Persuasion! Having excellent persuasion skills is one of the most important abilities to possess in today's fast-paced world. We all need the support and cooperation of others in helping us reach our own personal goals. 8 Sales Lead Generation Methods I've been getting lots of email from my readers lately. And one thing that I hear often is that people need more sales leads. More Sales - You Must Keep Asking I bought a second pair of reading glasses from my localOptician recently. I need this pair to help me find thefirst pair which inevitably go missing. Youre Hired... I Think I'm not a fan of "The Donald" and I had never seen his hit show until last week. Bernadette, my wife, seems hooked on "The Apprentice" and makes a habit of watching every Thursday while I usually go off to our den to read a book. Sales Training - What Is a Disguised Implied Need? Have you ever been in the position where you are getting, what you think to be, close to concluding the deal only to find your client comes up with objections?Some would argue, as salespeople, we have not handled all the possible objections upfront, in other words we have not demonstrated our value proposition fully. However, in the real world objections at the last minute happen to all of us regardless of what we think we have done to conclude the deal. In Sales, Words Just Don't Compute In studies conducted by Motivational Systems of West Orange, New Jersey, researchers found that 72% of the 12,000 participants reported that, in first time meetings, non-verbal communication carried significantly more weight than a verbal message (words). Only 6% of the respondents paid the slightest attention to what a person said at a first time meeting. Selling - Always Go for Top Money If you've ever flown economy class on an internationalflight then you've probably noticed that the airline makesyou walk through Business or First Class to get to youreconomy seat. You become very much aware of the wider isles,the more spacious, comfortable seats and the greater legroom. Peak Performance One of the best books I have ever read is a 1986 classic written by Charles Garfield; Peak Performers: The New Heroes of American Business. Garfield spent nearly twenty years trying to figure out what causes some people to excel to amazing successes, while others bask in the glow of mediocrity. Catapult Your Business-How to Get Customers to Chase You Instead of the Other Way Around I was thinking about the statement:The Small Business Administration tells us that 80% of all small businesses will not make it more than 2 years, and by 5 years 90% will have gone out of business. If that is the case, then why does every business out there try to be like the others? Most copy everything right down to the way everyone else in the same industry lays out their office. Curiosity and How It Effects Your Business Proposition The first 15 seconds of your approach are the most important seconds of your entire sales presentation. You must instill curiosity in the mind of your prospect. The Canned Sales Pitch Myth Canned or scripted sales approaches are rarely successful, because one size does not fit all in selling.Studies conducted by the public opinion researcher, social scientist and author Daniel Yankelovich in the late '70's and the Stanford Research Institute's VALS (values, attitudes and life-styles) study that assessed buying motives in the early '80's, indicate that there are at least five distinct categories of purchasers or individual buying modes. Do You Have to Be Aggressive to Make Sales? A few weeks ago I was onsite at a company that had hired meto train their sales team on how to stop using traditional selling and start using the Unlock The Game? sales approach.After one coaching session, one member of the sales team cameup to me and said, "Ari, your approach makes complete sense --but I'm afraid I'll lose sales if I stop being aggressive and start being passive!"Whenever I hear a comment like that, I want to scream, because it means that the person just doesn't yet understand that removing pressure fromthe sales process doesn't mean being passive!But. 10 Boundless Ways To Anchor Down More Sales 1. Multiply your marketing and advertising efforts on the Internet.
|
|
Looking For Royalty Free Photos for your Website, Business or Advertising?
List4Sale Domain Is For Sale - $10,000 For Enquiries eMail Us © www.List4Sale.biz 2011 |
|
