Famous college football coach Lou Holtz said, "Ability is what you're capable of doing. Motivation determines what you do. Attitude determines how well you do it." As a sales manager, what can you do to make a difference in how your team members' use their abilities? How can you increase their level of motivation and create positive attitudes? In this course, you'll learn how to keep sales teams motivated by creating a team identity, building team morale, and rewarding your team. You'll discover how to set sales team goals, help individual team members create performance-development plans, and monitor their progress. You'll also explore the key steps for delivering constructive feedback and learn how to deliver feedback to produce a situation in which everyone wins: your sales team members, your organization, and yourself.
Target Audience
Sales managers
Lesson Objectives
Keeping Sales Teams Motivated
- recognize the benefits of keeping sales teams motivated.
- sequence examples of the steps for creating team identity.
- sequence examples of the four steps for establishing a morale-building program.
- apply the steps for establishing a morale-building program in a given scenario.
- match guidelines for praising sales team members to appropriate examples.
- praise a sales team member in a given situation.
Providing Direction to Sales Teams
- recognize the benefits of providing direction to sales team members.
- identify examples of goals that meet the SMART criteria.
- match elements of a professional development plan to corresponding examples.
- help a sales team member create a professional development plan in a given scenario.
- match the guidelines for offering a mentoring program with examples.
- offer a mentoring program to a sales team member in a given situation.
Giving Effective Feedback to Sales Team Members
- recognize the benefits of giving effective feedback.
- sequence examples of the steps for giving initial feedback.
- give initial feedback to a sales team member in a given situation.
- sequence examples of the steps for giving follow-up feedback.
- give follow-up feedback to a sales team member in a given situation.