Sales competitions are one of the most commonly used tools for boosting engagement, motivation and of course our results inside our sales organisations. Competitions are effective because they tap into what really motivates our staff - competitive spirit, recognition and progress, and they create short-term spikes in focus and enthusiasm.
Hello everyone and welcome to 2016. I truly hope 2015 was a successful year for you in terms of sales, and I trust you have big plans to go a step further in 2016. I'd like to invite you to participate in our annual sales motivation survey - we'll use the data collected to provide insights into how we are working as an industry when it comes to motivating our sales staff, and of course how we can improve in order to take our results to the next level in 2016 and beyond.
Does your sales team have a formal sales process? A Sales Playbook? A methodology that determines how you sell? A clear and documented way of selling that you use to onboard all new sales recruits?
If you don't - you're already lagging behind.
According to a study conducted by the Harvard Business Review, companies that follow a strict sales process consistently generate more revenue than those who don't.
I'm speaking at a few conferences during the spring, so I've been spending my evenings watching conference talk after conference talk on YouTube, just to get some inspiration. Whilst watching one talk entitled, "Stop Selling, Start Closing", a truly interesting slide popped up, that excited me so much I thought I'd have to blog about it!
How to Be an Inspirational Sales Coach
There's a cartoon I love to share with my sales teams. It shows a group of people pulling a giant block of limestone with a half-finished pyramid in the distance. The one cracking the whip and barking orders is called the “Boss.” The one at the front of the group, pulling the hardest and encouraging the others, is called the “Leader.” For me, this simple image sums up what sales coaching is all about: leadership, not bossing.
What percent of your company is represented by your sales force? If it took you more than an instant to answer, you might want to rethink the way your company represents itself. The answer is always 100 percent. All employees have a stake in the company's profitability, so it makes sense for everyone to think of themselves as a company ambassador.