Sales leaders heavily focus on skill enhancement for their sales team. Yet, there is another key ingredient that drives sales. Listen to this episode of the Sales Management Minute to learn what this ingredient is and how to use it for explosive results.
I coach my boy’s baseball team and this is their first time playing with kids pitching which means the baseball is pitched all over the place. Well, standing in the batter’s box becomes a scary event as balls sail everywhere.
Over their head…behind them… And, neither of my boys would swing the bat. They were even stepping out of the batter’s box before the ball ever arrived at home plate. When I talked with them, they openly shared that they were afraid to get hit by the ball and that’s all they were thinking about when they were hitting. If your mind is focused on getting out of the way, how can you hit? You don’t!
I needed to shift their mindset. Both of my boys love baseball cards. And, I made a deal with them. Every fair ball they hit, I would buy them a pack of baseball cards. Their eyes lit up! They walked up to home plate thinking only of, ” I want my baseball cards.”
The fear had left their faces. And the results were magical. Let’s just say I had to stop at Target after the game and buy five packs of baseball cards.
Think about this experience as it relates to your sales team. Just because your salespeople have great skills doesn’t mean they will perform at high levels. There is another key ingredient… motivation! This can come in the form of contests, compensation or even just recognition! These programs inspire your team to focus on the right activities…and makes the sales game fun.
Every day, your sales people get thrown lots of curve balls that can knock them out of the batter’s box. Create a sales motivation program that keeps the team focused on success and experience the results.
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.