Building Sales Confidence and Motivation How to Coach Sales Performance Dean Mannix CEO and Salesman
3 Conversations… 1. What’s motivating people in 2018? Things don’t change, People change. 2. Coaching performance Thoreau 3. Leveraging sales meetings as a “supporting ritual”
My “go to” models/ philosophies on motivating team members are…
MY Needs Unmet + MY Needs Pursued = Motivation
Meeting a salesperson’s needs…
Meeting Higher Level Needs = Better People
My “go to” strategies for improving people’s performance are…
Reflection… The ultimate “free kick” in leading and coaching. PERFORMANCE PLATEAU
Reflection… The ultimate “free kick” in leading and coaching. PERFORMANCE PLATEAU PERFORMANCE PLATEAU
Performance Model… Performance is DRIVEN by a combination of 5 drivers. PERFORMANCE PLATEAU And DETERMINED by the weakest of the 5
What do you need to HELP your people to reflect more on?
How does all we’ve spoken about relate to sales meetings?
Sales Meetings… What’s the data say? PERFORMANCE PLATEAU
Sales Meetings… De-Motivators! 1. Starting late 2. Mixing Admin and Sales 3. Allowing absenteeism 4. Avoiding confrontation of limiting beliefs PERFORMANCE PLATEAU and destructive commentary 5. Glossing over success or failure 6. Failure to capture commitments to review 7. Going through the motions
Sales Meetings… What is the “purpose”? Create Sales Urgency Energise Sales Activity I feel inspired to do more I feel a sense of urgency and be better... in following through on commitments... Challenge Sales Priorities Enhance Sales Skills I feel challenged around my priorities and focused I feel better equipped to on what’s important… execute critical tasks…
Sales Meetings… Avoid the “Admin Trap” PDA the meeting weekly • Email admin/ info • • Discuss in Monday afternoon PERFORMANCE PLATEAU wrap up if it needs to be explained Split your Monday morning • meeting
Sales Meetings… Make it a Skill Building Forum… • Prepare Friday • Check in with the team on “next week” just after lunch or before lunch Friday PERFORMANCE PLATEAU • Communicate an agenda in writing Friday afternoon • Focus on a specific skill each fortnight (or week) for 60 – 90 days
Sales Meetings… Make it a Skill Building Forum… PERFORMANCE PLATEAU
Sales Meetings… Make it a Skill Building Forum… PERFORMANCE PLATEAU
Sales Meetings… Make it a Skill Building Forum… PERFORMANCE PLATEAU
Sales Meetings… Facilitating 1. Inspire them with your activity plan/ focus for the week 2. Talk about progressing and closing “live” deals 3. Role play objections and barriers PERFORMANCE PLATEAU 4. Create and share your coaching focus for the week 5. Avoid promotion of dead silences 6. Water the wall flowers 7. Be obvious about your observation plan
3 Conversations… 1. What’s motivating people in 2018? Things don’t change, People change. 2. Coaching performance Thoreau 3. Leveraging sales meetings as a “supporting ritual”
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