How To Maintain Sales Team Motivation Through Effective Training

by Leon Potter (www.sellingsuccess.com.au)

Have you ever heard the expression "in sales attitude is everything?"

Sales people who are discouraged or feeling down often lose opportunities and don't close their sales, and even worse, their attitude can spread to the entire sales force.

If this sounds familiar, you might need to increase team motivation and sales through effective training and motivational support.
Here are some key questions to ask your team prior to employing a trainer or speaker.

1. Have you ever had a sales opportunity that was going well and just died but you didn't know why?

2. Have you ever cold called for hour on end with little or no response?

3. Have you ever had a prospect that was cold or dismissive towards you for no apparent reason?

4. Have you ever done all the work for a client only to find out they bought from someplace else, often within just a few hours?

5. Have you ever been frustrated with the fact that someone is selling the same product or service for less money and didn't know how to approach that with your prospects when they brought it up?
6. Do you ever become frustrated with your organizations methods of delivering products or services?

7. Do you feel your sales quota/target is totally unachievable with the territory you have?

8. Are you sick and tired being dragged through the sales process and not getting the order?

9. Do you approach every prospect with full confidence, or do you more often than not, dread or fear the approach?

10. Do you believe the resources available to you are insufficient or colleagues don't share the same sense of urgency as you?
If your sales team seems to be answering "yes" to these questions, you may need to increase your team's motivation and sales through effective training.

Once you have spoken with or surveyed your sales team and found out what their weaknesses and concerns are, you can now select a trainer or speaker whose topic matches your key areas of learning.

While this may seem like an unnecessary expense, it can do wonders for your sales team in a number of ways.

Bringing in a motivational speaker who has sales experience can pump up and excite your team by teaching them new ways of approaching their selling lives.

Whether it's through tone of voice when cold-calling or techniques for overcoming objections, a motivational speaker can help your team see things in a different light.

Your salespeople will be excited to try out the new, proven techniques, especially if the ones they are relying on now are not realizing sufficient results.

Many sales professionals experience periods where they are unmotivated or seemingly unable to close a deal, this can become highly contagious within the team.

Employing a speaker/trainer who identifies with their issues, addresses their learning needs and reinvigorates their attitudes can be priceless.

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