The Power of Groups By: Martin Haworth Leading your people is a lonely place to be. They expect so much of you. Your business depends on you. And it's tough too.
Managing Your Boss - Taking the Initiative By: Martin Haworth Building relationships is vital in business. When you are employed and have a boss it's even more critical, because you have an incentive to get the best from your boss - and the onus is on you.
Why Sales Training Fails By: Nigel Thompson Summary:
Sales organisations of all types spend a huge amount on training their sales people each year. Research shows, however, that most training has little impact in the long term. Here we look at what needs to be done to make sure training works - and the new generation of training approaches.
101 Powerful Ways To Inspire, Motivate And Energize Your Team By: Kurt Mortensen Anytime you’re in a leadership position, you are faced with the question of how best to motivate those who work under you. There are countless philosophies and ideas out there, all claiming to be exactly what you need.
The Foundation of Teambuilding
The truth is, there is no one perfect answer. Moreover, what works at one time will not always work at another. There are team dynamics that you must always be in tune with. For example, suppose you offer a trip to Hawaii fo... Tags: Sales, persuasion, motivation, influence, leadership, presentation, team management, succe
Effective Rewards And Incentives By: Kurt Mortensen The first place to start when developing an incentive program is to identify exactly what you want to accomplish. You can’t just spend money and then hope you see results. You’ve got to have a game plan.
You’ve probably gotten a pretty solid feel for the personality types that formulate your team. You’ve probably also uncovered what your team’s strengths and weaknesses are. Based on where your team is at, you can start designing rewards and incentives to produce exactly wh... Tags: Sales, persuasion, motivation, influence, leadership, presentation, team management, succe
At the conclusion of an incentive program, it is important to assess how successful it was. Did you get the results you wanted? One of the best ways to judge the program’s effectiveness, besides considering your own observations, is to get feedback from the reps and administrators involved. You want to be sure that your directions were communicated clearly and at the right intervals, that the rewards wer... Tags: Sales, persuasion, motivation, influence, leadership, presentation, team management, succe
Psychology Of The Sales Professional By: Kurt Mortensen One’s attitude has a lot more to do with the level of her/his success than one’s aptitude, ability, IQ, education or other factors do. I’d like to get into the details of a salesperson’s psychology so that, when it comes to building your team and individual team members, you are equipped with the knowledge of what’s really going on in there. As a holder of a management or other sort of leadership position, you may have already experienced being a salesperson yourself. However... Tags: Sales, persuasion, motivation, influence, leadership, presentation, team management, succe
Sales Team Psychology By: Kurt Mortensen Goal setting is powerful way of keeping sales psychology on the up-and-up. We all know that goals dictate future performance by giving team members a sense of purpose and direction. I can think of nothing less motivating than not knowing why I’ve been asked to do something. Instill in your team members what the end objective is and explain to them the necessary steps to get there. It is much easier to put forth the effort when we can answer who, what, where, when, why and how... Tags: Sales, persuasion, motivation, influence, leadership, presentation, team management, succe
Motivation Equation And Orientation By: Kurt Mortensen When we break motivation down to its most fundamental level, it’s either inspiration-oriented or desperation-oriented. Whatever action we take, we are moving either toward something we favor or away from something we disfavor.
The majority of the world uses desperation as a motivator. Desperation is like a cattle prod forcing you to move forward and take action. You can motivate anyone on your team with desperation. The problem is that motivation spurred by desperation doe... Tags: Sales, persuasion, motivation, influence, leadership, presentation, team management, succe
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