Posts from — November 2008

Solving the “How do I motivate my salespeople?” riddle is the central theme of sales compensation for many in sales management.

The tactics used typically default to a “carrots and sticks” approach, or one that relies on extrinsic motivation. In this classic command-and-control environment, cash is king, sales management’s role is to light a fire under their salespeople, and sales compensation provides the levers that are pulled to motivate salespeople and drive the needed behaviours.

However, more and more companies are now re-thinking this approach to motivation. Their reasoning is linked to one or more of the following themes:  Read more...

Inside of every sales professional is buried treasure. You have gifts, talents and skills you’ve barely begun to tap. It’s like you’re standing on a gold mine… but the problem is, you’re digging away with a teaspoon.

Many smart, talented salespeople are digging for their hidden treasure with a teaspoon. Yet, if they’d look again, a beautiful new backhoe sits untouched right under their noses.

You can’t get to your inner buried treasure without using the right tool. Ironically, the #1 thing that keeps many salespeople from their own treasure is THEIR OWN HEAD TRASH, which says things like, “I can’t do it… You’ll never make it… I’m not smart enough… You’re not enough.”  Read more...