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We have introduced the concept of a customized Sales Drive to many of our sales training partners in Edmonton, Calgary, Vancouver and Victoria with great results. While commission is a definite motivator for Salespeople, a Sales Drive gets everyone excited and enthusiastic toward reaching a specific sales goal within a specified period of time. While Sales Drives have been around for years, customizing them is the difference between a very successful one and one that falls shy of expectations.
Salespeople are motivated by many different factors. While commission is one of them, smart companies and their managers know the full spectrum of what gets their sales team going in the right direction. Here are a few great additional motivators:
Provide many of these factors with competitive pay and benefits and you will have a strong, stable Sales Team for years to come. Nobody wants to leave an environment like that!
This is why a Sales Drive can be so effective. It can incorporate all of the elements above and motivate Salespeople to do far more than commission can accomplish by itself. Here are the benefits of a customized Sales Drive:
Three Sales Targets:
Realistic Sales Targets – Use this rule of thumb. Sales Targets should scare Salespeople a little and excite them a lot, not scare them a lot and excite them a little. Failure to observe this rule can easily lead to a doomed Sales Drive because the Salespeople feel defeated before they even start and don’t have the courage to tell you. Don’t create a situation where Salespeople nod their heads and pay you lip service. You need their buy-in, especially from the senior Salespeople who will be asked by the less experienced ones for their honest opinion of the sales targets.
Incentives Beyond Commission – Please don’t make the mistake of reducing commissions or changing the regular pay structure to pay for the Sales Drive incentives. Keep all regular bonusing for the year in place. Instead, factor in the cost of your incentives as a cost to sale for the Sales Drive. Create the three Sales Targets with that cost in mind. Convince senior management, your CFO or your owners that reaching the team’s three sales targets will have great financial benefit after building in the cost of the incentives.
Proper Reporting of Sales Results – Salespeople need to have accurate, regular reporting of how they’re doing toward reaching their team sales targets. The reporting has to be reliable and 100% trusted. Salespeople are not motivated by hitting moving sales targets or rules that change within the Sales Drive.
An Even Playing Field – I have participated in many Sales Drives as a Salesperson in my career. In some, I was the rookie who was just hired three months ago trying to build business. In other others, I was the seasoned veteran with the established customer base. Too many Sales Drives are structured where the most senior Salespeople manage to get all of the group incentives with loyal customers and big budgets. This is frustrating to the balance of the team who feel like the cards are stacked against them. Yet the experienced Salespeople started no different years ago – from the beginning with few customers.
Remember, we don’t want destructive competition and negative emotions to be a factor. We want everyone working together. This is the most crucial element to your Sales Drive.
In the PROSALESGUY BLOG, we tend to always give away our expertise. Many of our clients have reached out to us after first reading one of our posts. Respecting our clients who have invested in our customized Sales Drives, I would be happy to share the biggest component in creating an even playing field for all of your Salespeople with an email or phone call from you. Please see the contact information on our website.
Allow us the opportunity to tell you how we design Sales Drives for our clients. It will be well worth your time. Feel free to read our Testimonials for more information.
If you’re a Manager interested in training your Salespeople or an individual Salesperson looking for cost-effective sales training, check out our online program The Sales Skills Incubator($199 Canadian) or our book SHUT UP! Stop Talking and Start Making Money available on Kindle and in paperback on Amazon.
Dave Warawa – PROSALESGUY