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Creating the right motivation and environment for your sales team will ensure an increase in performance and productivity. Motivating Your Sales Team is a program that supports participants in developing improved communication and mentorship within their sales teams. In addition, determining the right incentives to guide and motivate your team will support employee retention and increased revenue. This workshop is recommended for new and experienced leaders looking to develop a strong and competitive sales team.

Course Objectives:

• Discuss how to create a motivational environment
• Understand the importance of communication and training in motivating sales teams
• Determine steps your organization can take to motivate sales team members
• Understand the benefits of tailoring motivation to individual employees
• Apply the principles of fostering a motivational environment to your own organization

Course Outline:



Motivating Your Sales Team

Module One: Creating a Motivational Environment

• Frequent Team Check-Ins

• Train Your Team

• Emulate Best Practices

• Individuality

• Case Study

• Module One: Review Questions

Module Two: Communicate to Motivate

• Regular Group Meetings

• Regular One on One Meetings

• Strengths and Development Areas

• Feedback

• Case Study

• Module Two: Review Questions

Module Three: Train Your Team

• Training and Development

• Peer Training

• Mentoring

• Keep the Focus Positive

• Case Study

• Module Three: Review Questions

Module Four: Emulate Best Practices

• Look to Industry Leaders

• Solicit Team Member Suggestions

• Take a Field Trip

• Leverage outside Expertise

• Case Study

• Module Four: Review Questions

Module Five: Provide Tools

• The Right Tools

• Solicit Feedback

• Provide High Quality Tools

• Allow for Training

• Case Study

• Module Five: Review Questions

Module Six: Find Out What Motivates Employees

• One Size Does Not Fit All

• Find What Motivates Individuals

• Find What Motivates the Team

• Tailor Rewards to Employees

• Case Study

• Module Six: Review Questions

Module Seven: Tailor Rewards to the Employee

• Motivation is Personal

• Choose 1-3 Motivators

• Employee’s Personal Goals

• Reward Achievements

• Case Study

• Module Seven: Review Questions

Module Eight: Create Team Incentives

• Incentives Foster Teamwork

• Team Goals

• Motivators

• Reward Achievements

• Case Study

• Module Eight: Review Questions

Module Nine: Implement Incentives

• Regular Incentives

• Mark Milestones

• Encourage Friendly Competition

• Keep Value Reasonable

• Case Study

• Module Eleven: The Review Questions

Module Ten: Recognize Achievements

• Recognition Motivates

• Recognize Achievements Regularly

• Recognize Achievements Publicly

• Document Achievements

• Case Study

• Module Ten: Review Questions

Module Eleven: Assignment Review / Wrap Up