Archive for the ‘Training and Motivating Sales People’ Category

The Tenth Income Producing Activity of Sales Leaders (Part 10 of 12)

Shadow your team members on a REGULAR basis. A day in the field is worth a hundred personal conferences or meetings. Today, the 10th income-producing activity is to shadow each of your team members in the field on a regular basis. At Southwestern Consulting we believe that spending some shoulder to shoulder quality time in the area with your team […]

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The Ninth Income Producing Activity of Sales Leaders (Part 9 of 12)

Are you running specific contests for your team with incentives attached to them on a regular basis? As a sales manager, we always get what we promote. When you’re creating a contest, you want to think about what sort of activity or behavior do you want to promote? At Southwestern Consulting we teach our clients to structure contests around things […]

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The Eighth Income Producing Activity of Sales Leaders (Part 8 of 12)

Does your team tend to interrupt you during the work day? The one thing I find critically important as I work with sales managers is helping them to set up weekly personal conferences or one-on-ones with their team members. These meetings will significantly cut down on your daily interruptions. If you have been following along in this series, the 12 […]

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The Seventh Income Producing Activity of Sales Leaders (Part 7 of 12)

When you are running your weekly meetings do you used a WEEKLY LEADERBOARD to highlight your team’s successes as you recognize team members? In the weekly leaderboard include these tracking categories: Phone calls Conversations Referrals Presentations Additional CRITICAL SUCCESS FACTORS Today, I want to share with you what a huge difference a weekly leaderboard email with the entire cumulative results […]

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How Sales Leaders Can Cut Interruptions In Half (Part 2)

Let’s talk about my second tip in cutting interruptions in half. It is about adding a SPEED BUMP in front of team member interruptions in your day. REQUIRING them to send a TEXT with what the challenge or issue is can teach CRITICAL THINKING and develop PROBLEM-SOLVING in your team. This can help prevent interruptions and prevent a drop in […]

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How Sales Leaders Can Cut Interruptions in Half (Part 1)

Charge a price for ADMISSION into your office! Every time a team member walks through your door require that they have at least two viable ideas to solve the challenge in front of them. It will help to train your team members to be future leaders. In my first installment of this series targeted toward sales leaders, I talked about […]

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The First Question You Always Must Answer in Sales and Marketing

There’s a really important question that you need to ask first in your marketing or sales. If you don’t, you miss out on converting prospects into new customers. You’re missing out on a chance to impact people and change their lives. Many marketers and salespeople don’t ask this question though, because they don’t even know they should be asking it. […]

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How to Motivate Your Team Long Term

l One of the great challenges for any leader is motivating his or her team. That’s what being a leader is: It’s motivating other people to take action, achieve and accomplish. There’s something I haven’t really understood and haven’t had 100% clarity on until recently. I learned that motivation is an external concept. Motivation is something you offer people. Or […]

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