Everyone stands on the shoulders of the people around them that have shared their wisdom, guidance, and care as we develop.
I’m no different, and neither is my mentor, Chris Dale, a man who has built and scaled dozens of successful sales teams in the IT staffing world. In this article, I’m going to share the principles and tactics I learned from Chris about
• How to quickly identify the intangibles in a sales hire
• A trick to find out if your sales candidate is motivated or not
• The difference between motivation and inspiration and why you should never motivate people
• How to define and understand your job as a sales manager
• When to part ways with a struggling salesperson
• Perseverance and mindset over matter
• How to get out of a personal slump
I used to look at my Sales Team and then stress myself out, wondering what I could be doing better to keep them motivated. I used to lose sleep over it. Then I learned a golden rule that changed everything for me. In turn, my hiring improved, sales activity improved, and sales were on the rise in a dramatic fashion. The golden rule:
THE NUMBER ONE WAY TO MOTIVATE YOUR SALES TEAM IS TO NOT MOTIVATE YOUR SALES TEAM
The day I learned and fully understood that human beings cannot be motivated was one of the best days of my life. A weight was lifted off my shoulders. I didn’t have to lay in bed anymore wondering if I was doing everything I could to make “James and Katie” work harder and want to crush their goals. The human behavior behind success, drive, and achievement all became very clear to me.Read More
I read an article recently that right behind the fear of public speaking and heights, but before spiders, needles, and snakes is the fear of SALES PEOPLE! Yes, you heard that correctly. The average salesperson has gotten so bad and so annoying that people have actually become AFRAID of you.
WHY, you ask? If I had a dollar for every sales person I’ve interviewed who answered my “why do you want to be in sales?” question with, “I’ve just always been a people person” I’d be writing this article on my yacht.Read More