Tips from a new business agency on keeping your new business manager motivated…

IcebreakerJohn Paul1 Comment

Motivation is one of the keys to keeping new business (sales) people performing, especially if they’re doing ‘cold’ calling.  Motivation isn’t just about a carrot, stick and pep talks although that is part of it.  It’s far more important that sales people have the tools and skills they need to perform and that they believe they are capable of delivering, which is a difficult mix to get right.  Most sales people want to perform but selling brings unique pressures that it’s easy to buckle under; if you get into a downward spiral it can be difficult to get out of it and it’s easy to get yourself into a state where you can’t see the wood for the trees…

So how do you give them what they need and keep them motivated?  Sometimes it just needs some clear thinking and a little bit of direction, so here are some tips for getting helping your sales person get back on track:

  1. Make sure you have a clear, strong proposition: Your proposition should be unusual (unique is pretty difficult to achieve), relevant and provable.  In other words you need to have a good story.  If you don’t have one then the first thing you need to do, before you sell anything, is develop a proposition.
  2. Make sure you have a clear direction:  Who are your targets and why are you targeting them…if you don’t know then you don’t have a clear strategy.  You need to know business functions and verticals and your proposition should be relevant to those people.  Your sales person will take confidence from knowing what they’re going to say and why.
  3. Don’t make a sales person fail in public.  If they’re struggling, get them out of the open plan office and into a room on their own and let them make calls in private for a bit.  Of course we sales people know that nobody is listening, but when we’re having a bad day we don’t really believe it.  We all known the feeling…”it’s dead quiet, everybody’s listening, pleeeaaase don’t pick up the phone…”
  4. Set small, achievable, short-term targets: Ask someone to set 20 meetings in a month and they’ll wilt; get them to keep just setting the next meeting and it’ll happen all by itself…
  5. Point successes out to the rest of the company.  Doing new business in house can be lonely so a little public recognition helps you hold your head up…
  6. Feedback and coaching: Give your sales person a forum to talk about the barriers they face. Your new business person will encounter lots of objections and by talking it through they’ll develop responses that can be the difference between success and failure.
  7. Give them the tools they need: outbound new business calling needs short, highly compelling case studies and a decent website to back it up.  No matter how good you are on the phone most people will ask for information.  Prospects will form opinions based on the information you send and you won’t be there to influence them so you need your tools to be as good as is humanly possible…
  8.  Sales technique: Good cold calling is highly skilled, and for marketing agencies it’s a specialist skill.  Make sure your sales person has the skills and techniques they need to do it.  If they don’t, give them training.  Apart from helping improve performance it builds confidence.

So, there you go.  We’re a needy lot, us sales people.  We don’t like to stick out unless we’re winning and we need lots of praise; we need decent tools, we need the skills, we need good guidance and constructive support, but if you get it right we’ll make a huge difference to your business.

IcebreakerTips from a new business agency on keeping your new business manager motivated…

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