Tag: Motivating Sales Teams

Are you happy?

I mean consistently, get out of bed, enthused about another day happy?

Or, do you wake up and wonder if it’s the weekend yet? Or worse, if it’s the weekend already, do you still wake up and wonder when the weekend is coming?

I was talking with a client the other day and he told me about a psychologist he heard being interviewed on the radio, and the psychologist had a very simple three-step process to being happy. He said that if you examine all the happy people in the world, they generally all have these three things in common. Here’s what they are:

#1) Someone to love. This is an important ingredient for happiness for many reasons, but one of the biggest is that it gets you thinking of someone else other than you. Let’s face it – the quickest way to feeling miserable is to think only about yourself all the time. If you don’t believe me, just try it for a few hours.

When you have someone to love, however, you spend much more of your time thinking about their welfare instead of your own. Also, you now have someone to share life with – both the good and the bad. You are no longer in this thing alone. You have someone on your side and someone who knows you and cares about you. This someone to love can be a spouse, a partner, or someone you are dating or in a relationship with.

The person can also be a son or daughter, or even another family member. In some instances the bond with a pet can be strong enough for awhile. I remember once I got a cat and told my chiropractor, and she asked how long I had been without a pet. I told her over 10 years and she said, “How did you go so long without unconditional love?”

John Lennon said, “All you need is Love.” It turns out there are two more things you need to have:

#2) Something to do. Boredom is a killer. It can kill a relationship, a vacation or just a weekend. In fact, compare how you feel when you don’t have anything planned for a weekend to how you feel when you wake up with a list of things to accomplish or enjoy. It’s a different experience, isn’t it?

Mark Twain said “To be busy is man’s greatest happiness,” and I agree. That’s one of the reasons I love sales. In sales there is always plenty to do. There are people to call, deals to close, clients to work with, and sales reps to train. I have a thousand things to do in my business, and I love them all.

After work I fill my time with the gym, with writing, with friends and, of course, with spending time with my wife. Together we make plans to get together with friends, find ways to help others and then engage in one of our favorite activities – planning vacations and trips together. And that leads to the third thing you must have to be happy:

#3) Something to look forward to. The other day, I was looking at an email from a travel site I subscribe to (travelzoo.com) and they had just sent out their weekly travel specials. I almost deleted it because I have a very busy second quarter coming up, but I opened it at the last moment.

When I went down the list of travel deals they had, I was amazed to see a deal to Honolulu for five nights that included air for two and a five night stay at my favorite hotel on Waikiki Beach – the Mona Surfrider. It included airport transfers, breakfast for five days and even two cocktails each evening. The price was amazing. Ten minutes later my wife and I were booked!

What’s amazing about this is how I felt immediately after I paid for our reservation. Before it I was feeling a little overwhelmed by all the work I had to do. But the moment I got off the phone with Pleasant Holidays, I was a changed man! There was a lightness in my step, and all I could think about was getting there and sitting on the beach watching the sun set the first night. I could already feel the soft trade winds blowing and the Hawaiian band playing there under the Banyan Tree. Heck, I get excited by it just writing this!

It was at that moment I realized and remembered how important it is to have something to look forward to.

As I listened to my client describe the three things you need to be happy I smiled to myself when I realized I agreed. In that moment, happiness was simple. And when I hung up with him and thought about it some more, I realized that I was indeed happy.

And that made me smile some more….

Want to know an important secret? The most powerful technique to ensure your immediate and continued success is staying focused on what you want – all aspects of it – and not give in to worry, doubt, or to the temporary circumstances are happening right now in your life. I know this sounds simple, but most people find it extremely hard to practice.

While everyone understands the importance of goal setting, what usually happens after the excitement wears off is that reality sets in. You may have a goal to earn a certain amount of money, or drive a different type of car, etc, but after you receive a few checks that seem to be about the same, or after you get back into your old car for a few months, have you ever found that you forget about your goal and just start accepting that things are probably going to remain the same?

Or have you ever attended a motivational seminar or read a motivational book and been fired up for a while? Have you even taken some of the advice and written down your new goals or even taken some action and tried a new marketing plan or diet? If you have, then you’ve probably experienced the kind of let down that comes from not making progress fast enough and then laying in bed at night worrying about your income or about your future (again).

In fact, let me ask you right now: “How much of your thinking is about what you don’t want to happen or about what might happen if something you’re trying to accomplish doesn’t work out?”

The answer to that one question will always determine your ultimate success. You see, the secret to all success is to be able to stay focused on exactly what you want regardless of how long it takes, or what else is currently happening. It is this single ability to stay focused, committed and always trained on the end result you want – no matter what – that enables you to ultimately achieve any goal you set.

So how do you stay focused on what it is you want when so much seems to be contrary, or your mind constantly says, “Yes, but….”? Here are some tips that help me, and might help you as well.

I remember when I wanted to upgrade my Nissan Hatchback to a Mercedes. Well, at first I couldn’t afford the down payment, didn’t know how I was going to make the monthly payments, insurance, etc. Instead of trying to figure all that out, I started with the thought, “If other reps in the office drive nice cars and they seem to be able to write enough business to afford them, why not me?”

That basic belief was the core driving thought that I always went back to when I had a bad sales day or week. Whenever my mind started to go negative on me with the, “Who are you kidding? You a Mercedes?” And so forth, I would always reaffirm what I could believe in – “If others could do it, I could do it too!”

After that, I strengthened my vision by going to a Mercedes dealership and test driving the car I wanted; I had the sales rep at the dealership take pictures of me next to my ideal car (in fact you can see that exact picture by clicking here and scrolling down a bit). I brought all the brochures home of the car I wanted and kept them on my desk and looked at them often. And then I wrote an affirmation card and spent three to five times a day slowly visualizing how I felt now that I owned my dream car.

That combination – always combating any negative thoughts with a thought I could believe in – “If others could do it, I could as well” – along with constantly feeding myself the feelings of having accomplished my goal, enabled me to stay focused on what I wanted, rather than on what I didn’t have.

The result? Four months after writing up my affirmation card and making the commitment to owning the car of my dreams, I went back to the same dealership and bought the exact car I had been visualizing about.

So my question to you is this: What do you want, and what belief can you believe in now that can become your default self talk that will counteract any negative thinking? And then what kinds of reinforcement tools can you surround yourself with that will keep you focused on how you’ll feel once you attain your goal? These, coupled with an affirmation paragraph that you read and visualize several times a day, will keep you focused on what you want.

And once you do that, your goal will always become a reality…

Russell Wilson, the 5’11, 25 year old Seattle Seahawks quarterback who just won the Superbowl, loves to tell the story of how his dad pulled him aside when he was a kid struggling to make teams because he was so small. His dad would tell him, “Russ, you’ve got the talent, you’ve got the drive and the work habits, why not you? Why not you?”

Wilson says those words became the driving force that kept him competing for starting jobs on college teams and kept him working hard to get drafted in the NFL. On draft day, he watched as other quarterbacks got picked in the first round, and then the second round. The announcers who covered Wilson back then all said that if he were only 3 inches taller he would be a first round draft pick. Finally, with the 12th pick in the third round, the Seahawks drafted the undersized quarterback.

When Wilson showed up for training camp, it was almost certain he would sit on the bench behind highly prized free agent, Matt Flynn. Matt had been Aaron Rodgers’ back up in Green Bay and had a franchise record setting, 6 touchdown performance at the end of the previous season. Millions of dollars later, Matt was projected to be the Seahawk’s starter for years to come.

As Wilson started training camp, he heard his coaches say that the starting quarterback spot was open to the best player at that position.

“Why not you?”

These words rang in Wilson’s head again as he practiced, competed and performed during off season workouts and throughout the preseason. By the final game, Wilson was named the starter, and he went on to have an amazing 2012 rookie season.

As the 2013 season began, Wilson had a message for his team: “Why not us?” Every player bought into those words and that became their team mantra as they went on to a dominating 13-3 season. In February as they headed out of the tunnel to start Superbowl XLVIII, they all believed that no matter who their opponent was, there was no reason they couldn’t be hoisting the Lombardi trophy at the end of the game.

After all, “Why not them?”

As I read these stories throughout the season, I kept thinking about a similar mantra I adopted once I committed to becoming a top producer. I was struggling just to pay my rent at the time, but I’ll never forget looking at the top three producers and the porches they drove and the suits they wore and trips they won and thinking, “What do they have that I don’t?”

I realized they all were selling the product I was, had access to the same leads, the same sales scripts, the same amount of time in the day. What was different, I wondered? When I discovered it was only their commitment and ambition, I knew that I could do it too. And that’s when I developed the mantra:

“If they can do it, I can do it better!”

Once I made that commitment, I knew I could work harder and work smarter. I could learn all the top sales skills they were using, and I could perfect them even more. The old determination came back to me, and I suddenly remembered being in college. I knew I could get “A’s” there, too, if I was willing to commit, and I did. And if I did it there, I could do it here. After all, I had three role models who were doing it day in and day out.

“If they can do it, I can do it better!” That mantra drove me to succeed. I relentlessly listened to my recorded calls and committed to improving on the very next call. I learned how to qualify leads, and I learned how to listen (thank god for the mute button). I developed affirmations and began visualizing my success. And each and every day, probably a hundred times or more, I would repeat to myself:

“If they can do it, I can do it better.”

And I did. In 90 days I went from last place out of 25 sales reps to being #1. And I never looked back. Nine months later, I was the top rep out of 5 branch offices and won the closer of the year award. (That award, by the way, was a Corvette convertible. You can see a picture of me standing in front of it here – scroll down a bit).

I’m going to borrow a line from Anthony Robbins right now and say that I’m not telling you this to impress you, but rather to impress upon you that if YOU make a similar commitment, then YOU can also become a top producer at your company or in your industry.

And once you do this, entire world changes. Your family’s life changes. Your future changes. You sleep better every night and you don’t dread Mondays.

Once you become a top producer, you never go back and suddenly you know how to succeed in selling anything. I’m here to tell you, the freedom from worry, from debt, from the future is an amazing feeling and one you owe to yourself and to your family.

Now if you’re wondering if you can really achieve this kind of success in sales, I’ll borrow a line from the 3rd round pick of the 2012 NFL draft:

“Why not you?”

Now, let me just say for the record that I agree with a lot more than just these two things that Jeffrey says, but these are things I’ve known for many, many years. I hope they resonate with you, too.

So here’s the scene: Large corporate sales convention in the company’s training center, over 250 sales reps flown in from all over the country; Sales directors, V.P.s, sales managers all running around stressing over the schedule, quotas, current sales, etc.

I’m speaking to the entire group (owners, board members in the audience, too), and after the training portion of my presentation, I ask the question that gets the managers and directors to shift uneasily in their seats: “What are the two most important determining factors in making sales and exceeding quotas?”

The reps raise their hands and start firing away, “Leads,” “The economy,” “The price of the product,” “Territory,” they yell out. The managers and directors are now sweating, and the owners and board members look irritated and even a little angry.

“While those things all play a part, the problem with them is that you have no control over them. So for that reason alone, they don’t qualify as being the most important things.” I tell them.

“There are only two things you CAN control and those happen to be the most important factors affecting your success. And they always will be,” I say. And what are those two things?

Your attitude and your actions.

Everything else flows from those two things. And the good news is that both of those things are directly under your control and when you learn to develop and maintain an expectant and enthusiastic attitude, and you take smart, consistent actions, you will always get the results you plan for.”

After I delivered this (and the rest of my talk), the managers and directors, V.P.’s and owners were all smiles. And so were the Top 20%, because they know the truth.

Ask any top performer this question, and you will get the same answer, albeit, in a different way. Some will say it’s how hard they work; others will say it’s their mental preparation, and still others will attribute their success to visualizing a win. But it all comes down to the same thing.

A winner will always take 100% responsibility for their results, while the other 80% will blame it on things outside their control. And that’s why winners will always eventually win, and the rest of the players will lose and make excuses.

It’s like my friend Jeffrey Gitomer once said, “Your boss can’t stop you; your co-workers can’t stop you; your territory can’t stop you; the economy can’t stop you. Only YOU can permanently stop you.” (I’m paraphrasing, but that’s the gist of it.)

In today’s business environment of social media, product reviews, so many Internet options to buy, etc., it’s crucially important that you develop, feed, and maintain a positive, expectant attitude of success. No matter what you’re going through right now, circumstances will change, and they WILL get better. The question is, what extra actions are you taking right now to ensure your success? Are you working harder AND smarter? Are you coming in early and leaving late? Are you going that extra mile every day including Fridays? Are you visualizing your success?

The bottom line is that if you focus on and take care of the two things you can control – your attitude and your actions – then nothing will stop you from reaching your goals.

That was a message all 250 sales reps in needed to hear, and I know that 20% of them already knew it and were already practicing it.

How about you?

I’d like to thank all those readers who commented on the eZine article: “Using Bingo to Increase Sales.” I’m glad you found it useful, and I especially like how many of you sent in ideas and techniques of your own that you’ve used to motivate your sales team. One of our readers, Yvonne, sent in this technique called the “Turkey Shoot.” I think you’ll enjoy it:

“Mike, this reminds me of another way that we used to ‘get the job done.’ Perhaps you’ve heard of it, too.

We had a ‘Turkey Shoot’ so to speak: Across the top were number of days of the month (this was thought up during Thanksgiving season, hence the name). Down the side were listed all the items that you could do that would be considered “prospecting.” This actually was done per office, so some had a few items that another office might not. Be that as it may, handing out x# business cards, making 10 cold calls, sending __# mailers out, showing a property, writing a contract, and of course, the Biggie, getting paid!. Each item was given so many points (business cards 1 pt each, mailers 1 pt each, cold calls 5 pts, showing 10 pts, contract 20 pts, paid 25).

Each day, each person entered what he did for that day, and the squares would get filled in. Some agents did more than others, of course. However, even those who didn’t do much had done something, and they were inspired to do more when they saw the results of their fellow
agents.

The interesting thing is that it didn’t matter whether you were ‘an old hand’ at prospecting or brand new, as long as all the activities were done, there would be lots of winners. It seems like that would be a ‘duh!’ However, Thanksgiving and Christmas were always very difficult to get through, even for seasoned agents. So, when they came up with this ‘accountability’ grid, everyone profited. I’ve even used it around the house, whether for housekeeping, or for keeping the kids happy. There were always categories that would fit whatever the goal was, and the
results would always be the same: feeling good about accomplishing something that might have been a little ‘drab’ otherwise.

Thanks again.”

Yvonne
What I really like about this technique is that it can be adapted to any sales initiative you’re having, and it can be used to motivate just about any kind of behavior (I love that she used this at home with the chores). This just shows you how important having goals can be and how hard people will work for recognition.

If you’ve enjoyed this article and have a game, contest or way of motivating your team that you’d like to share with me, please do me a favor and email at: Mike@mrinsidesales.com. The more we can learn from each other, the more successful we all will be!

Let’s face it, sales can be a hard profession. If you’re on a commission only basis, then you know how easy it is to go from hero to zero at the beginning of each month as your quota starts over. You are constantly under pressure to make all kinds of numbers and metrics – number of calls, appointments, closes and revenues. If you’re in management, then you are also responsible for each team member and the goals of the whole department. If you’re an owner, then you often have the pressure of the board or the share holders to make your quarterly numbers or grow your market share.

What can make this profession especially hard is that it seems as if the battle to make all these numbers is fought one sale at a time, and each no you get takes a little bit from you and many no’s in a row can really bring your confidence down. So how can you stay positive and keep your attitude where it needs to be to keep picking up the phone, calling on those prospects and persevering to make a sale?

After years of struggling with these same challenges, I’ve found a reliable and consistent way to keep myself focused and smiling and dialing and contacting one prospect after the next. The great thing about it is that it costs no money, takes very little time, and I can do it anywhere and at anytime. It’s a method I never grow tire of, and, best of all, it always works to restore my attitude, my hope and my perspective. It’s called writing a gratitude list.

I was taught long ago that when things didn’t seem to be going my way, or if I felt like I wasn’t “getting mine” or if I began feeling sorry for myself, then it was time for me to stop and make a list of all the things I already had and to focus on how grateful I was to have them. I was told that many times we’re so focused on what we have to have next that we often forget to acknowledge and truly appreciate the things we already have and how fortunate we already are. Writing a gratitude list restores that appreciation and helps me to focus on the things that are truly important.

Writing a gratitude list is easy. You simply get a piece of paper, or make a list in a notes section of your smart phone or computer, and start with a number of things you’re going to list that you’re grateful for in your life. I’ve found that 25 items is a perfect amount for one sitting as it gets filled easily up to about 16, then I have to search deeper to find the other treasures in my life. If you think that you’d be hard pressed to find even 10 or 15 things you’re grateful for, don’t worry – once you get started, you’ll be surprised by how rich you truly are. Here’s a sample list to help remind you and get you started:

Often times I will break things down into categories to help prompt me. I always start with the most important thing of all, health. It’s interesting how I’m immediately grateful for the ability to walk, to see, or to do anything physical whenever I’m in public and I see someone in a wheel chair or disabled in some way. Instantly I’m reminded of how fortunate I am and of how I take such important things for granted. Spending a few minutes to really cherish my health has amazing positive benefits. I often list things like this:

1. I’m grateful for my total health today, and I’m reminded that as long as I have my health, I have hope. And hope is the start of everything.

2. I’m grateful I’m healthy enough to go to the gym, and that I can run, box, lift weights and get my endorphins going.

3. I’m grateful I can sleep at night and wake up without pain; that I am not enduring the challenges that a disease or diagnosis would impose on me and my loved ones.

4. I’m grateful that I can choose to eat a healthy meal; that I have food choices and abundant fresh water available to me and nearby whenever I want or need it.

5. I’m grateful for my Starbucks card :–)

As you can see, this can go on and on and sometimes does. Here are other categories in no particular order. Again, I use them as needed, and I expand and add to them regularly. Here is just a sample – by no means a complete list – of the things that might be included in each category. I’m sure that with just a little bit of thought you can add many of your items in each.

Work and opportunity:

6. I’m grateful that I have a job (or business) that gives me the opportunity to be of service and to make a living. If I’m in sales, then I have a company that provides me everything I need to succeed. They pay for the building, the rent, the products, the phones, the back office support, the training, the leads, etc.

7. I get paid to find people to be of service to! Wow, what an honor! My day always goes better when I remember that I’m here to find ways to help people rather than to get something.

8. Because I’m in commission sales, I can make as much money as I want! How fortunate am I? If I want a raise, all I have to do is find more companies or people who could benefit from my product or service and then meet them. Next year I could buy another home or car or move closer to retirement. Wow, I’m so blessed to have so much opportunity…

9. If I don’t have a job right now, then I have nothing but opportunity and I can do virtually anything I choose – the training, the colleges, the jobs, the opportunities are there for me to do anything I decide I want to do.

Family is always at the top of the list:

10. I’m grateful for my family and their health. I’m grateful for their love and support and the privilege I have to be in their life and the opportunity I have to add to their lives.

11. I’m truly grateful for the unconditional love I feel from my family.

12. I’m grateful for the opportunity to provide for them the life I’ve had or didn’t have and for the opportunity to share in their lives as their futures unfold.

13. I’m grateful for the family get together this Thanksgiving and over the holidays. Though I may not always like them all on the same day, I do love and appreciate them for who they are and for what they add to my life.

This category and the ones before it can be a list of 25 items by themselves as you can see. We truly have so much to be grateful for. Here are 12 other random items that can also be expanded. As you read them, you might want to make a list of others that you think of as you go through them:

14. I’m grateful for my love of photography and for the wonderful cameras, books, and programs available to me.

15. I’m grateful to be alive in the beginning of the 21st century! I love technology and all the wonderful things it affords me.

16. I love my new iPhone 5!

17. I’m grateful for God and for my understanding of and relationship with Him.

18. I’m grateful for having my own business and for the freedom I have to take an occasionally half day on Friday and sneak off to the movies to see the new James Bond film on opening day!

19. I’m grateful I have a roof over my head and that my family didn’t have to endure days and nights without electricity or suffer the loss of life and home as many others did during hurricane Sandy.

20. I’m grateful I can contribute to the relief effort simply by picking up my phone and texting to the Red Cross or by visiting their website: https://www.redcross.org/

21. I’m grateful for my goals and plans for 2013 and for the opportunities to achieve them.

22. I’m grateful for the wealth of great books, CD’s, and other programs that keep my attitude focused on what’s possible.

23. I’m grateful for the NFL! I can’t wait to be at our local sports bar cheering on my surprising Tampa Bay Buccaneers!

24. I’m grateful for the unconditional love from the pets in my life.

25. I’m eternally grateful that I have the awareness and ability to stop and write a gratitude list like this…

Now I don’t know about you, but I already feel So Much Better. And I felt pretty good before I wrote this list! For me, the real magic of writing a gratitude list is that it takes the focus off of “what’s in it for me” and “where’s mine?” and puts it back where it should be – on what I can do for you. You see, when I take just a few minutes to acknowledge how truly rich and blessed I am right now, it’s so much easier to want to share this attitude with others. It’s so much easier to truly want to help others rather than to get something by closing a sale. And developing an attitude of giving rather than getting is what makes everything I do so much more rewarding.

A couple of weeks ago I was flying back to Los Angeles from Chicago, long flight, late at night.  The good news about my seat was that it was an exit row (nice leg room), the bad news was that it was the center seat.  As I marched through the aisle with my carry on, I looked forward toward my seat and saw that I would be sandwiched between two, big guys.  Oh the joy of traveling… 

Luckily, once we got off the ground, the guy to my left fell asleep, and the guy on my right was busy finishing a detective novel.  Once he was done he picked up a new book that drew my attention.  It was called, “Younger Next Year” (See it here). As he turned the pages, I would scan the headings and look at the graphs, and by the end of the flight I was sold on what I saw.  When I got home I ordered it and am almost through reading it right now. 

So here’s the deal: the book tells you everything you probably already know but aren’t doing: that you should exercise more, eat well, etc.  But what makes it different are the reasons it gives for doing these things.  And more specifically, it makes a bold claim: 

That instead of getting older and losing strength, stamina and flexibility, you can actually reverse this and become “functionally younger” next year than you are right now.  You can actually change the decline curve that we all assume is true about aging and live the last half or last third of your life in better shape and with less restriction and disease than 90% of the population right now.  That’s significant. 

OK, so what does this have to do with sales?  Well, everything really.  I remember when I was struggling to make sales all those years ago, and I remember how my physical body mirrored my attitude and performance:  My diet was horrible (donuts, pastries and lots of coffee for breakfast), my lunch was the nearest Chinese restaurant for the luncheon special with soup, and for dinner I would have as many beers as courses there were on the menu… 

Exercise?  That wasn’t part of the plan.  As a result I was out of shape, low energy once the coffee wore off, and my attitude was pretty poor.  I was on the slope of decline the book talks about but I was only 29 years old! 

I’ve written a lot about what changed for me (learning and committing to using the right skill set, adopting the right mind set and using affirmations, etc.), but one thing that also made a huge difference for me was that I committed to changing my diet and to exercising five days a week.  I can’t tell you what a difference that made (and still makes) for me.  

If you are looking for some reinforcement to begin or resume an exercise program, then I encourage you to click here and read about this book: Younger Next Year.  It has given me a renewed focus and my energy level and attitude towards business, family and my future is off the charts again.  I can’t recommend it enough.  

Here are some key points as to why exercise is so important for you: 

* A man who is thirty pounds overweight, smoking a pack a day but exercising every day, has a lower statistical mortality than a thin, sedentary nonsmoker. 

* Nothing you are doing in the Next Third of your life (between 55 – 85) is as important as daily exercise. 

* Genetics are only 20% of what determines how you’ll age and what will happen to you.  80% is up to you! 

* We can prevent 70% of what we think of as the effects of aging and disease by simply exercising daily.  

There is a lot more in this book and regardless of your age (physically we stop growing and getting stronger around 29 years old and the decay starts then…) you will benefit from reading this book.  (Heck, it’s only $7.43 on Amazon.com!).  

And best of all, your sales will benefit as well!

Motivation seems to be one of the toughest areas to get a handle on.  Many managers tell me that some of their reps are already motivated and don’t need their help in that area (usually the Top 20%), but that the majority seem to need constant motivating, mentoring, counseling, or out right babysitting.  Sound familiar?

When asked what to do, I tell them there is only so much they can do because true motivation comes from within — in other words, each member of their team is already motivated.  There are, however, 5 things you can do to get the most out of your sales team and keep motivation and morale high.  Here’s what they are — 

#1) Make your monthly revenue goal, and each rep’s part of that goal, crystal clear.  I’m sure you have a monthly revenue goal, but does each member of your sales team know what their specific part of that goal is?  (Hint — it’s not all equal).  Recognize that some reps will produce much more of the overall goal than others, but also make sure each one is clear on what their part of that overall goal is.

#2) Individualize the bonuses or prizes.  The problem with most bonus programs is that as soon as they are released, over one-half of the sales team knows they can’t win so they are more discouraged than encouraged to produce.  Customize each rep’s bonus based on their individual production goal.  This ensures every body has a chance to win and thus will be motivated. 

#3) Get out of your office and close some deals.  Most managers are way too busy in meetings, or reporting, or just plain hiding out to be really effective.  Remember one thing — as the manager, you are the leader.  And leaders lead by example.  Want to motivate your team, make your numbers, and create real value for yourself?  Go onto the floor and close business for some of your sales reps and help them make their revenue goals.  This is the most important thing you can do not only for your bottom line, but for your team’s motivation as well. 

#4) Invest $100 in a couple of trophies.  The best money you’ll ever spend — make one a “Weekly most improved” or “Best effort” and hand it out each Monday morning.  Each winner gets to keep it on their desk that week.  The other trophy can be either “Most deals,” or “Most new clients” or whatever other category everyone has a chance to win (as long as it is revenue related).  Again, hand it out in your Monday morning sales meeting, and each week the winner gets to keep it on their desk.  Rule #1 in motivating: recognition among peers is almost always more important than money. 

#5) Have some fun!  Go to a toy store and buy one of those beanbag tosses, and after lunch on Friday make some teams and have some fun playing as a team.  Tack on $50 for good measure and watch the competition and fun build your team and dissolve stress.  This works – try it! 

So there you have it.  Inexpensive, proven techniques to build morale, motivate and make more money.

Want a bonus?  Invest in and give each member of your team a copy of my new CD series , “The Secrets of the Top 20% – How to Double Your Income Selling over the Phone.”  That alone will turn some of your sales reps into Top 20% producers and then they will forever be motivated from within — the ultimate motivation!