C086 — Motivating Your Sales Team

Module One: Getting Started
• Housekeeping Items
• Pre-Assignment Review
• Workshop Objectives
• The Parking Lot
• Action Plan

Module Two: Creating a Motivational Environment
• Frequent Team Check-Ins
• Train Your Team
• Emulate Best Practices
• One Size Does Not Fit All!
• Case Study
• Module Two: Review Questions

Module Three: Communicate to Motivate
• Regular Group Meetings
• Regular One on One Meetings
• Focus on Strengths and Development Areas
• Ask for Feedback
• Case Study
• Module Three: Review Questions

Module Four: Train Your Team
• Focus on Training and Development
• Peer Training
• Mentoring
• Keep the Focus Positive!
• Case Study
• Module Four: Review Questions

Module Five: Emulate Best Practices
• Look to Industry Leaders
• Solicit Team Member Suggestions
• Take a Field Trip!
• Leverage outside Expertise
• Case Study
• Module Five: Review Questions

Module Six: Provide Tools
• The Right Tools
• Ask Team Members What Tools They Need
• Provide High Quality Tools
• Allow for Training
• Case Study
• Module Six: Review Questions

Module Seven: Find Out What Motivates Employees
• One Size Does Not Fit All
• Find What Motivates Individuals
• Find What Motivates the Team
• Tailor Rewards to Employees
• Case Study
• Module Seven: Review Questions

Module Eight: Tailor Rewards to the Employee
• Motivation is Personal!
• Choose 1-3 Motivators
• Employee’s Personal Goals
• Reward Achievements
• Case Study
• Module Eight: Review Questions

Module Nine: Create Team Incentives
• Incentives Foster Teamwork
• Team Goals
• Choose 1-3 Motivators
• Reward Achievements
• Case Study
• Module Nine: Review Questions

Module Ten: Implement Incentives
• Regular Incentives
• Mark Milestones
• Encourage Friendly Competition
• Keep Value Reasonable
• Case Study
• Module the: Review Questions

Module Eleven: Recognize Achievements
• Recognition Motivates!
• Recognize Achievements Regularly
• Recognize Achievements Publicly
• Document Achievements
• Case Study
• Module Eleven: Review Questions

Module Twelve: Wrapping Up
• Words from the Wise
• Review of the Parking Lot
• Lessons Learned
• Recommended Reading
• Completion of Action Plans and Evaluations