in Small Business

Issue No. 2 - September/October 2001

Rewarding Sales Tips

by John Hurley

MOTIVATING SALES MEETINGS AND MANAGEMENT

Sales people excel when working in a positive and supportive environment.

Whether you directly employ sales people or use agents to sell your product or service, they all need leadership and a managed environment to work in.

SALES MOTIVATION AND MANAGEMENT

Motivation is high when people:

• Have agreed achievable individual goals.
• Have confidence in applying a proven sales process to achieve the goals.
• Believe they have all the required products, tools and knowledge.
• Believe the organisation has confidence in and supports them.
• Receive recognition / rewards for successfully implementing the sales process and achieving results — Performance Measurement.

It is the role of sales management to provide the above ingredients. Managing the sales environment through these ingredients leads to the building of a strong relationship between the business and sales people, and b...

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