The more you can explain what it is you're trying to do, the easier it will be to get staff on board. 2. Challenge employees.
A little competition is healthy for your team. Set the bar high enough so that not everybody reaches the goals but they are attainable. 3. Keep the communication doors open.
Make sure your staff is aware that you are willing to help them achieve their goals. 4. Education and training is important even for the most seasoned salesperson.
"Motivation is really about education, communication and care," says Tony Horwath, founder and CEO of Sales Focus, an outsourcing company that provides sales staff mainly to small businesses that can't afford full-time hires, or to Fortune 500 companies that want additional support. "Most companies bring somebody in, they train them and then say 'Ok, go get them.' It doesn't work that way. Sales training has to be a constant and evaluated," Horwath says. "We
"That will allow you, when you need to, to challenge them or hold them more accountable. They're going to be much more accepting of your message. You don't want them to give you excuses, you want them to give you solutions," Scheingold says. Horwath agrees that recognizing achievements, whether that's in front of the whole staff or as simple as a text message, is necessary. "You want to build the momentum of success on a daily basis. We're not going to wait until the end of the month or the end of the week," he says. -- Written by Laurie Kulikowski in New York. To contact Laurie Kulikowski, send an email to: Laurie.Kulikowski@thestreet.com. To follow Laurie Kulikowski on Twitter, go to: http://twitter.com/#!/LKulikowski >To submit a news tip, email: email@example.com.
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