|The Down and Dirty Dozen: How to Increase Sales Team Effectiveness, Part III|
Note: We offer an audio CD with tips for implementing the Down and Dirty Dozen for only $14.95, which you can order here
Our theme this week is that sales is the name of the game for any business. We need customers. So, we’re examining the “Down and Dirty Dozen” – twelve guiding principles for keeping energy in your sales team:
7.Use the rule of three’s. Many sales organizations use the rule of threes for setting operating standards. Examples might be: three review sessions with the sales manager per week, or three new leads a day. However it works for you, try putting things in threes.
8.Know what motivates each sales person. This may be one of the more important rules. People are motivated by different things, and it’s not always money. The point is that what motivates you may not motivate everyone on your staff. Your people will become energized when you take time to find out what trips their triggers and then act on it.
9.Give what you want to get. If you want respect from others on your sales staff, give them respect, too. If you want them to keep their word, you have to keep yours. Using positional power alone is like a using a narcotic: it may feel good and sometimes even powerful, but the short term euphoria only masks the destruction taking place internally.
Read Part I / Read Part II / Read Part IV / Read the full newspaper column