motivation to succeed.
Motivation is not only about incentives and rewards however, it is also about what an individual commits to the organisation in return for what is received back – the psychological contract that exists between each salesperson and the organisation.
Providing Development
Finally, sales management must provide for the development of salespeople, to provide them with the wherewithal to achieve success.
This development also includes the provision of feedback on a regular and early basis to enable salespeople to monitor their own performance. Sales managers must also be skilled coaches to develop the required knowledge, skills & behaviours of each member of the team.
Conclusion
The key sales management tasks of leadership, motivation and development will ensure the sales team performs to its full potential in the quest for outstanding sales performance.
Rennie Gould heads Customize, a specialist sales and marketing training company.
Rennie has worked in the Europe, America and the Middle East with clients such as Nokia, Mercedes-Benz, Nokia, Ford, AXA Insurance and Pirelli, in developing their sales & marketing capability. He was formerly marketing research manager at Ford of Europe & helped set up the CRM practice at BT Consulting.
Rennie has an MBA from Cranfield Business School & has spoken at a number of international conferences on sales, sales management & marketing issues.
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