Sales managers who tap into staff's motivation 'will get better results'

Motivation is the fuel that drives a salesperson's performance and gets them through difficult times, meaning it is crucial that sales managers can tap into it and ramp it up a little more.

JF Corporation chairman Jonathan Farrington wrote on his personal blog that motivation can transform a salesperson from ordinary to extraordinary.

However, salespeople are often on the receiving end of rejections meaning their motivation can waver.

It is at this point where sales managers earn their money, as they must be able to help their staff maintain a positive mental attitude and a desire to do better, which is an area where the expertise of a sales consultancy could prove invaluable.

"Their attitude is often a reflection of their inner drive - they know what they need to achieve and why achieving benefits them. Therefore, a sales leader who has the ability to 'ramp up' their sales peoples' drive will generally be the sales leaders who get better results," Mr Farrington added.

The knowledge of a sales consultancy could also come in useful in helping sales staff understand that being efficient is not the same as taking shortcuts.

David Brock, writing on the Partners in Excellence blog, recently stated that it may be human nature to cut corners but salespeople who do this are putting theirs and their company's reputation at risk.