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TBG QuickTips™
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The Brooks Group
Motivating the Troops: What new sales managers need to know about managing a sales team in challenging times
1. Find a mentor that has been through these challenging times before. You are not alone and having someone to discuss the challenging environment with is very important to you.
2. Making sure your sales team has objectives for all calls and contacts with customers or prospects. If they do not have an objective why are they contacting this prospect or customer?
3. Celebrate the smallest success! This is very important to maintaining the motivation of the sales team. An example of this is scheduling a face-to-face meeting/presentation or doing a formal proposal. Small successes will lead to bigger successes. Successful selling is a game of momentum.
4. Have empathy for your sales team efforts, NOT sympathy. Make sure their mindset is, “there is business out there, it might as well be mine”. The sales team doesn’t want sympathy they want suggestions and coaching!
All things run in cycles. You will come out on the other side as a seasoned, tougher, more experienced sales manager. There is no easy way to get experience, so embrace the challenges.
For more valuable sales tips and training, visit www.brooksgroup.com.
