The truly great sales leader is always researching ways to enhance the self confidence of their sales reps. That same sales leader is likewise always seekingto create situations, particularly in the start of a new project, in which they're able to deliver a masterful praising. What’s a “Masterful Praising” you say? A “Masterful Praising” is just about any opportunity for a sales leader to praise a sales rep. They're very best presented anytime a sales person does any of the steps of an initial project or sales call not exactly right, however very near to being right - that is the time that the top sales leader presents the “Masterful Praising” right on the spot! Let me provide you a good example: Let's say there's a new accounts on their business plan which plays a large part in the salesperson completing their own quota or target for the quarter. You understand that having an appointment at this difficult-to-access office is incredibly difficult. You are aware of that the sales rep went on numerous calls to secure the appointment, but with no success. You have been monitoring the development of this process while having your weekly calls. You demand them to press on regardless of the roadblocks, because you know it will be worthwhile. In your talks along with them you “motivate them by the comp plan” to tell them if they landed this account it'll be really worth X dollars for them, as well as make them hit and maybe even blow out their own masterful goal. Finally, after two months of trying, the sales rep makes all the right connection, builds partnership with all the right people and secures the appointment. NOW is your time to swoop in! Although the account hasn't been sold yet, this can be a perfect opportunity for you to definitely deliver a masterful praising. This is actually the main step to becoming a top-performing sales manager. As soon as you intercept them accomplishing something right, instantly compliment these people. It doesn’t matter if it is exactly correct or nearly correct. If it is a step towards making the sale, then it is praise-worthy. I'll clue you in to exactly how you deliver the praising next. To get even more helpful information on sales management, visit our site all about sales management training.
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