Motivating And Rewarding Sales People – part 1!
Motivating And Rewarding Sales People – part 2!
Motivating And Rewarding Sales People – part 3!
Part 4 – Praise The Desired Behavior!
Besides the company’s commission plan, we as Sales Leaders can also utilize other means to Reward & recognize our sales team. The most basic and cheapest way is Praising. Make sure the Praise is timely and specific. Praising your sales people’s good behaviors on the spot reinforces those behaviors. For example, they went an extra mile to deliver the goods to your customer on a Sunday because the customer urgently needs them. If your salespeople called you on Sunday to get approval or help or whatever, praise that behavior right there and then. Not when you get back to the office on Monday. That’s about timely.
Next is being specific. “Well done”, “good job” is overused and numb us. It’s too general and doesn’t do any good to the psychology of behavior reinforcement. Instead of saying “You are great”, One should get more specific and say “You were absolutely fantastic at handling Customer A’s complaints, the way you remain calm, empathized with his situation, not being defensive, and then taking responsibility to handle the situation yourself and deal with logistics is greatly admirable. You are a true professional!”
Isn’t that better than saying, Well done? Some might fear that it may sound artificial. It may if it’s just words. If the intention or the term we use in Sales Ninja – Philosophy behind the action is right, people will appreciate it eventually. Not only to praise our salespeople, how about our parents? Siblings? Spouse? Kids? Praise someone in your sales team today… or right now!
Unconventionally,
HANZO NG
Sales Ninja Grandmaster
© 2009 Sales Ninja Training. All Rights Reserved.
Hanzo Ng is Sales Ninja Grandmaster, lingo for Chief Trainer of Sales Ninja Training, Asia’s #1 Unconventional Sales Training. Sales Ninja Training specializes in helping small-medium, listed and global companies transform their salespeople into the ultimate sales professional known as Sales Ninja. For more information on our sales, motivation, and leadership training, visit our website.
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