Whenever a sales person thinks suboptimally, motivation and performance are compromised.
Looking for sales force motivation solutions that have lasting results? Our unparalleled sales motivation optimization system is a comprehensive two-step approach:
Step 1. Optimize the Internal Motivation of Your Sales Force with Optimal Thinking
Most salespeople understand that they must take responsibility for their choices and actions. And, they are aware of the practicality of setting achievable goals. Many salespeople set worthwhile goals, but their suboptimal thinking prevents them from achieving the best outcomes. They sabotage their own best interests, because they haven't mastered the art and science of consistent Optimal Thinking.
In an Optimal Thinking sales environment, external incentives, recognition, and rewards are important but secondary, because Optimal Thinkers are optimally self-motivated. As Optimal Thinkers, we do our best, regardless of the circumstances. We focus on what is most important, make the right choices, take the wisest actions, and make the most of the hands we are dealt. We ask the best questions of ourselves and others, and invite the best solutions. When we employ Optimal Thinking consistently, we make the most of our talents, resources, business relationships, and client opportunities.
Optimal Thinkers acknowledge rejection as a part of life, and an opportunity to learn and optimize. The fear of rejection does not stop us from moving forward. We learn how to best handle rejection, by facing it and taking the most constructive actions.
Most sales organizations have a blend of extraordinary, mediocre and Optimal Thinkers. Optimal Thinking sales leaders acknowledge and understand each sales representative's dominant thinking style and motivation, respond to the unique needs of the sales rep, and employ Optimal Thinking to bring out the best from them. These sales leaders hire Optimal Thinkers, and educate their suboptimal thinking sales reps in the art and science of consistent Optimal Thinking. When sales reps understand their dominant thinking style, basic motivation, stressors, and are trained in the art and science of consistent Optimal Thinking, self-motivation is maximized and permanent.
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Keep in mind, thoughts are the parents of sales performance. If you wish to encourage maximum motivation and sales performance, it is critical that personnel
are matched to the best positions.
Common mistakes include:
1. Hiring customer service people for aggressive sales positions
Unfortunately, first-rate customer service personnel who are hired for sales positions often achieve mediocre results
2. Hiring and retaining sales people with inappropriate profiles for sales positions
Some sales people present exceptionally well during their initial interview and achieve great results for a while.
But their performance is remarkably erratic. These sales people cycle back and forth between extraordinarily positive and extraordinarily negative performance.
Step 2. Optimize the Support Systems to Maximize Sales Motivation
Are you faced with classic symptoms of poor motivation such as call reluctance, listlessness, poor attention to detail, unsatisfactory time and territory management? If so, you may be struggling with four external demotivators. Optimization of these demotivators will provide your Optimal Thinking sales force with the external support systems required to produce maximum sustained sales and profit growth.
1. Suboptimal Strategy - vague goals, unclear values and mission, lack of formal strategy to best serve the marketplace and achieve optimum profitability, an unmotivating compensation plan that does not reward overachievement
2. Suboptimal Management – unsupportive management that withholds recognition and fails to add sufficient value
3. Suboptimal Processes - insufficient, poorly qualified, untimely sales leads, and difficult to compile, inaccurate forecasts
4. Suboptimal Platform - inappropriate, difficult to use software, and low adoption of software by the sales organization
Our sales optimization experts have over 90 years of first-rate hands-on experience addressing these issues and customizing optimal sales motivation solutions.
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