It’s easy to become complacent when things are going well in your business, but that’s not the time for you to rest on your laurels. There’s no better time to retool your business for future growth and expansion. Don’t wait until you start losing customers to focus on fixing your problems.

 

It can be really difficult to manage your sales force. It can also be a real chore to keep your sales reps motivated and productive. My guest today is Suzanne Paling. Suzanne is the author of The Sales Leader’s Problem Solver and she’s the brains behind Sales Management Services. She focuses exclusively on managing sales and helping develop those sales leaders within any organization. Listen in to today’s episode to find out how to keep your sales team motivated for peak performance.

 

Show Highlights:

 

• Motivating high performing sales rep can present more of a challenge then you could imagine.
• Special promotions and incentives can play a role in accelerating the performance of your high performing sales reps.
• The 80/20 Rule for Sales managers
• Learn whether focusing on high performers or low performers will improve company sales significantly.
• You have to hold people accountable, no matter how uncomfortable it is.
• Learn what behaviors need improvement in underperforming sales reps.
• Your CRM is not negotiable - reps must use it.
• High performing sales reps may not make the best sales managers.
• Learn why sales managers don’t get trained properly.
• Ways to recruit more reps into the sales force

 

 

Resources:

 

Suzanne’s website - salesmanagementservice.com

Suzanne on Twitter - @suzannepaling

Suzanne on LinkedIn - Suzanne Paling

Suzanne Paling - The Sales Leader’s Problem Solver