Thursday, April 7th, 2016

Sales motivators – what drives your team?

The data analysis provided here offers insight into what motivates “account managers”. Motivators are the extrinsic factors that determine whether your salespeople really get up in the morning “ready to rock and roll”’ – or not! The global data in the following charts provide insight into what motivates people from different regions. It will help sales leaders decide whether in… 

Thursday, April 7th, 2016

A transfer of enthusiasm

Are you, your team members or your customers relationship driven, achievement driven or growth driven? It makes a difference. Brian Tracy in his many books and tapesI claims that 50% of any sale is a “transfer of enthusiasm”; in other words, it is something quite independent of the skill sets that so many organisations spend so much money investing in…. 

Saturday, January 30th, 2016

Sales managers’ skills, critical reasoning and motivators around the globe

Continuing from the review of sales manager behaviours by region in the previous edition of the Journal, this time we are looking at regional variations in skills, critical reasoning and motivators (what motivates the individual sales manager) across the same group of sales managers. Data published in edition 1.3 (October 2015) indicated that sales managers in China were behaviourally less… 

Thursday, January 28th, 2016

Mapping Motivation

Mapping Motivation – Unlocking the Key to Employee Energy and Engagement by James Sale, Gower, January 2016, 978-1-4724-5927-5, £45 Selling successfully is hugely dependent on motivation and author James Sales seeks to provide the definitive book on the subject – its language and metrics are full of knowledge, insight and practical tips. The contents explore the concept and roots of… 

Saturday, April 11th, 2015

Can two stars ever shine together?

Last year’s spat between Mercedes Formula 1 team drivers has implications for the performance of business teams, a recent study suggests. HOW does a sales manager harness the abilities of two competing star performers in the sales team to best advantage? The manager’s skill at getting the best out of his team could have a significant impact on the fortunes… 

Saturday, April 11th, 2015

From KAM to commission

Beth Rogers leafs through some recent Masters dissertations to see what has been exercising the minds of sales managers. One of the joys of running a course such as a top-up Masters programme for sales managers is that their learning is applied to their company, and both tutor and student can see the potential impact. One of the downsides is…