• Gert Scholts

Inspire a Sales Person. Just say "Thank You" and deliver.

Updated: 3 days ago


This sales management insight is for sales managers who are looking for different ways to motivate their sales team members.

Like recruitment and training, motivation is an important part of the sales leader's role.

Sales people are knocked down day in, day out. Customers and prospects have high expectations and are very busy.

If the sales person can not get his or her story across in the first few seconds of an interaction, the story will never be told.

So how can we motivate sales people and what kinds of motivation will work?

There are two types of motivation.

Extrinsic motivation: incentives, bonuses and vouchers, representing the company during a conference. This motivation comes from others recognising a person's results.

Intrinsic motivation: helping clients, the kick of winning a deal, autonomy and purpose. This type of motivation comes naturally from a person themselves. The action is more satisfying than the result

Both methods work well, especially in conjunction with each other.

Too much extrinsic motivation given to sales team members can reduce their intrinsic motivation. This can lead to reduced and lower sales results.

Below an extrinsic motivational idea with intrinsic references for a sales person in your team who has achieved their sales target.

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Dear Gert,

Well done on achieving 116% of target in 2019.

You have helped the company to grow substantially this year. Many customers have told me how delighted they are with your help.

In no other job than sales, activity equals results. I want to thank you for both.

Every call ending with:

  • "no answer",

  • "he is not in today",

  • "we have a no names policy here",

  • " phone put down" ,

and every

  • "can she call you back?" have made a difference.

I have seen you coming in early, work through lunch and stay late to get hold of prospects and customers using social, email and the phone. Great stuff!

Thanks for getting up with the birds and driving 120 miles just before the customer cancelled the meeting.

I know about your relentless efforts preparing the excellent questions you did not get to ask the prospect because they wanted to talk about something else or got called away for an emergency.

We learned and laughed (later!) when your fully rehearsed product demo fell over because the technology failed.

Yet, what I appreciate most in you is your unrelenting desire to be the best you can be.

You never give up and always look for the good in a situation. You just get on with it.

I am very lucky to have you in the team, an ultimate professional who go the extra mile for their customers, company and team.

One of your 2019 objectives was to have more autonomy as far as your movements is concerned. I am pleased to confirm that, as a result of your recent achievements, you are now in control of your weekly diary and there is no requirement to be in the office except Fridays. Well done.

In addition you have qualified for the highest rate in the commission scheme in 2020 and your base pay will go up by 10% from January 2020.

Gert, you have my unconditional commitment to your success. Together we are going to smash our huge 2020 target. I am looking forward to it!

Have a lovely holiday break.

John.

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Take from the above what you want. Here is an additional tip: you might be surprised how much of a difference a personal hand written note can make. It is personal and adds to your appreciation.

If you want to know more about motivating sales people, feel free to get in touch.


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