Rejection is an outright dismissal or refusal of the proposal. It does not require a reason, it is not negotiable, nor is there a future or next step. Rejection is the worst.
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Following the logic, one would think that a successful individual contributor is also a great motivational leader. Well, it ain’t so! Hence, Motivation 101. What are motivators that are available to a Sales Leader?
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As a sales leader, you can use your rank, sales goals, performance reviews, sales process management, and various training to try to get your team up and running and hope for their best performance. But at the end of the day, what comes from within - their hearts and motivations are the driving force for success.
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Researchers have shown that we think more than 50,000 thoughts per day, of which more than half are negative and more than 90% are just repeats from the day before.
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Reputation is the key to securing the next assignment. They are keenly interested in expanding their network and obtaining a referral from every assignment. They are often in a try-before-you-buy situation where the temporary assignment may lead to permanent employment.
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A few have figured out how to spend their days taking smart risks that improve their lives and propel them to new levels of success with little chance of ending up dead, homeless, or any other number of unappealing adjectives.
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Most of your prospective customers will not buy from you instantly. You cannot simply introduce someone to your product or service once and expect that they will go the rest of the way by themselves. Studies have shown that only about 2% of sales will close after the first meeting.
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Empowerment allows a team of people to achieve defined goals without explicit leadership intervention as each individual operates autonomously within their set of skills and responsibilities.
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The cornerstone is “global,” the idea of having a disconnected team spread out around the world. I suggested a few ideas on how to bring the disconnected team together earlier, and in this article, I want to expand on this and provide a broad list of tools.
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Over the years, I have heard many people, quite often in senior management, go around and around, in meeting after meeting, about why sales are down. Now, of course, there are times when the economy is off, or a particular industry is hit especially hard. But if you ask these same companies about the specifics of their sales peoples' activity, they either can't answer the question or don't know what you're talking about.
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