Anthony Cole Training

JANUARY 25, 2024

We rely on the pioneer and #1 sales management evaluation by Objective Management Group to help understand exactly what it takes to ‘motivate’ a sales team. Simply stated: The Motivating Competency measures how effectively a sales manager understands what motivates their salespeople and how they can keep them motivated.

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Sales and Marketing Management

JULY 21, 2023

The post Incentive Travel: The Incomparable Motivator appeared first on Sales & Marketing Management. Group incentive travel remains one of the most impactful incentives a company can deploy. Two incentive travel experts talk about making the business case for these programs and meeting participants’ expectations.

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Sales and Marketing Management

APRIL 19, 2021

The post 5 ways to Re-Motivate Sales Teams appeared first on Sales & Marketing Management. Selling during the pandemic has been challenging. Here are five ways to get your sales team excited and back on track.

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Understanding the Sales Force

JUNE 20, 2023

Today, I am continuing the music analogy, but this time, as it relates to motivational tools. Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor.

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Understanding the Sales Force

OCTOBER 31, 2022

It is crucial to understand that salespeople are motivated primarily by one of two motivational styles and unless you wish to hire only one type of salesperson, there must be two compensation plans that should be tailored accordingly. Let's discuss this.

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Sales and Marketing Management

JUNE 3, 2021

The post The Vital Role of Motivation and Accountability on Your Sales Team appeared first on Sales & Marketing Management. Winning is an essential part of sales, and recognizing reps for big wins will not only make that person’s day but also improve company culture.

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Sales and Marketing Management

AUGUST 9, 2021

The post 5 Innovative Approaches to Motivating Sales Teams appeared first on Sales & Marketing Management. Peak performance requires sales teams to feel good about company culture, processes and operations, and themselves. Here's how managers can get there.

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Anthony Cole Training

DECEMBER 1, 2023

There are two sides to this topic of motivation. One side is how are your salespeople motivated and what motivates them. The second side is how effective are you as a sales leader at motivating your sales team? Both must be addressed to fully understand this topic of motivation and the impact on sales results.

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Sales and Marketing Management

MARCH 25, 2024

A recent survey of Sales & Marketing Management readers showed a significant percentage of them use gift cards to motivate their employees to complete training. The post Gift Cards Motivate Skills Building appeared first on Sales & Marketing Management. A closer look at the statistics.

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Motivation Survey Training Marketing 156

SBI Growth

SEPTEMBER 30, 2024

Understanding what motivates a sales team is a significant challenge faced by sales managers. Typical sales teams often span three or even four generations, each shaped by unique experiences and values.

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Motivation Face-to-face Sales Leadership Sales 177

SBI Growth

JANUARY 28, 2024

If you have ever run a sales meeting, you know that most salespeople aren’t thrilled to attend and prefer to spend time selling. However, with the right approach, sales meetings are an excellent opportunity to transform your team into high-performers fueled by a shared vision of success.

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Sales and Marketing Management

DECEMBER 16, 2024

Gift cards provide choice and flexibility The post Motivating Todays Multigenerational Workforce appeared first on Sales & Marketing Management. Travel is meaningful to all ages.

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Sales and Marketing Management

JULY 7, 2020

Author: Luke Kreitner The element of surprise has been proven to be a powerful motivational tool. You can use them as a tool of instant engagement to make the reward experience more meaningful, which in turn can motive sales teams more effectively. Motivate sales employees with on-the-spot rewards. Reward for the right reasons.

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Incentives Incentive Motivation ACT 394

Smooth Sale

NOVEMBER 6, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: How To Motivate Employees Before a Trade Show Putting much emphasis on your trade show displays before a show is wise but equally or even more important, you will want to recognize the importance of a happy staff.

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Nutshell

JULY 5, 2024

Salespeople constantly put what they’re selling (and maybe even themselves) up for rejection, then deal with the daily challenges of staying motivated and balancing lots of demands on their time. That’s where motivational sales quotes can come in handy. “Motivation will almost always beat mere talent.”

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No More Cold Calling

DECEMBER 10, 2020

Know What Motivates Your Team. Instead of “dumbing things down,” focus on knowing what motivates people, so you know how to interact, recognize, and manage them. How do you know what motivates them? He knew what motivated his multi-generational workforce, his team. This had nothing to do with generations.

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Face-to-face Motivation Hiring Guidelines 421

SBI Growth

DECEMBER 2, 2020

The same principles still apply — create an environment that motivates your team and activates. This time last year, SBI released the research report “Sales Kickoffs are Dead,” and revealed how to host a world-class acceleration summit for your employees.

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Motivation Report Research How To 373

Understanding the Sales Force

JANUARY 29, 2020

I did not expect much of a difference except in the area of Motivation but I was wrong. She asked for data that would show the difference between salespeople who are goal oriented and those who are not. Very wrong! Check out some of the profound differences this data mining uncovered!

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The Pipeline

OCTOBER 5, 2020

Khan is a speaker & founder of Empression: a marketing services company that works with highly motivated entrepreneurs and organizations. Sales Scrum Episode #21 – Guest Javed S.

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Anthony Cole Training

JANUARY 12, 2024

Many or few, consistent or irregular, planned or impromptu, the sales performance management activities that we, as sales managers, use to motivate, train and hold our sales team accountable are at least partly responsible for the success or lack of success of those we manage.

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Sales and Marketing Management

FEBRUARY 25, 2020

Good incentives rely on high degrees of precision to generate motivation. First, reps benefit from the precise and transparent nature of the measurement and tracking, whether they are stack ranked or not, being motivated by social proof or peer pressure. Without precision, the incentive – as a tool to deliver motivation – fails.

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Incentives Incentive Travel Motivation 323

Mr. Inside Sales

JULY 20, 2021

Qualify prospects better and learn their buying motives. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

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Gatekeeper Decision Maker Face-to-face Licensing 315

Anthony Cole Training

OCTOBER 11, 2024

When asked, most sales managers say that one of their greatest challenges is their ability to motivate salespeople. Motivation seems like hard work because nearly every salesperson values different things. If a sales manager can figure out what makes their salespeople “tick,” they can help them hit their goal numbers.

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Steven Rosen

APRIL 6, 2020

In part 1 of this two-part series, they shared how they have kept their salespeople productive and motivated over the last couple of weeks. Sales Leaders Share: How they’ve motivated their salespeople: Check-in. Understand that a personal touch creates motivation as they know that you care at a deep level.

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Face-to-face Motivation Groups Training 359

Understanding the Sales Force

DECEMBER 1, 2020

Motivation - Caliper looks at motivation in general while OMG looks at sales motivation. Makes you wonder though because Caliper said that the candidate wasn't motivated. Most goal setters are very motivated! Caliper scored the candidate at 57% while OMG said this was a weakness.

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Comparison Lead Rank Lead Scoring Hiring 319

Mr. Inside Sales

JUNE 11, 2021

And when your ears are closed, you learn nothing about your prospect’s buying motives, their possible objections, or whether or not they are buying into your pitch. Sales people like to talk; if you don’t believe me, just listen to a recording of one of your reps (or of yourself!). This is a problem. Get Access Today.

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Mr. Inside Sales

JANUARY 8, 2021

We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today. Get Access Today. The post Overcome Call Reluctance Today!

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Face-to-face Cold Calling Gatekeeper Licensing 313

Anthony Cole Training

MARCH 1, 2024

Running a company is very different than managing a sales team, so you need someone skilled in the specific strengths of coaching and motivating your sales team. Companies have choices and often it makes sense to hunt, interview, hire and pay for a full-time sales manager, but this is a position very difficult to fill.

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Hiring Sales Management Motivation Objections 274

Mr. Inside Sales

JANUARY 22, 2021

But if you’re not listening, you’re not hearing these valuable buying motives or potential objections. Here’s a list to get you started: For prospects: #1: “What motivated you to reach out to us today?”. [If And: Your prospects have all the answers about whether they’ll buy from you or not, and what you need to say to sell them.

Face-to-face 287

Face-to-face Gatekeeper Licensing Decision Maker 287

Steven Rosen

MAY 20, 2024

Despite the demanding nature of the sales industry, she emphasizes the importance of hitting the “fun quota” to boost motivation and productivity. Each team member would choose a song that represented their energy and motivation during the sales process, and the entire team would celebrate the success by listening to the chosen song together.

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