Most people in sales have a hard time squeezing sales and training into the same sentence, much less implement into their sales program. Sales managers usually rely o some kind of weekly pep talk to motivate their team to success, when what they really need is sales training and an opportunity to practice it over and over again. Our Sales Training Programs offer your team a chance to learn and grow in the sales skills they need to achieve the success you all want to see. The Super Bowl champs train and practice every day so that they can be better than everyone else on game day. Your team is no different. Give them the sales training they need, and they will be champs, too.

How to Make Your Salespeople's Goals Work for You

What makes your salespeople get out of bed and come to work each morning? Is it the chance to realize your goals? Is it the opportunity to make your dreams come true? Not likely, but if you find anyone who meets this description, send him my way. Assuming he's sane, I've got some work for him. I'm betting, though, that all your salespeople - and all the salespeople you'll ever hire - show up at their desks every morning for one of two reasons: to stave off starvation (of the nutritional and/or emotional kind) or to make their dreams come true. That's the “why” of their behavior - the first is a short term motivator, and the second is of the long term variety. Both are keys to unlocking your sales team's potential. And both should be among your own top priorities.

Five Tips for Motivating Top Sales Performance

One of your most important tasks, as a business owner or manager, is to dig into the “why” of sales behavior to discover the “how” of motivating your salespeople to deliver the sales results you're after. In my Business Experts webinar, Tools for Motivating Your Sales Team, I delve into the details of ferreting out your salespeople's unique motivators and offer a step-by-step plan for using those aspirations to achieve your own. To get you started right away, though, and give you a taste of what you can expect from attending this presentation, here are a few tips, beginning with a jewel of timeless advice from Dale Carnegie:

1. Start each day with the phrase “You can get everything you want in life by helping others get what they want.” It's hard to overstate the power of Carnegie's insight, and to my mind, all that's been written on the subject of salesperson motivation stems from this concept. I'm not much for mantras, but you could do much worse than to say this to yourself each day.

2. Know that the best way to get your salespeople enthusiastic about your goals is to get them committed to theirs. Your sales goals literally mean nothing to your salespeople unless you can tie your goals to theirs. There's absolutely no way to do that without turning your salespeople's hazy, “maybe someday” daydreams into concrete goals they can and will commit to achieving. And to do that, you'll have to…

3. Identify and break your salespeople's long term goals into time-limited chunks. A goal, in contrast to a mere wish, is specific, has waypoints that make progress measurable, and has a deadline. Unfortunately, for them and for you, many salespeople fail to make the distinction. Do them and yourself a favor by helping them to clarify and time-limit their wishes using a process like this: