Motivating the Sales Team

Course Overview

All the important functions of management are presented within a central theme. Management is a science and an art. It requires careful analysis, planning and control – the scientific element. It also calls for skillful human relations – the art of motivating, leading and inspiring. The managers who can combine these two elements successfully will raise their teams to their full potential. This programme looks at how to make and keep your team motivated, enthusiastic and willing to make that extra call after a tough day working in a stressful environment facing rejection and frustration.

In order to get the best out of their people, managers must differentiate between motivation and incentive. An incentive is a tangible reward for completing a task or achieving an objective. Motivation is intangible, people are already motivated. They become demotivated when their inner needs are not being satisfied or when the ‘hygiene’ or environmental factors of the organisation fall below an expected standard. This programme shows how to combine the best motivational skills with a well-conceived incentives policy.

Role-plays and exercises are used throughout to enable delegates to practice their new skills.