Course Synopsis

Sales can be a tough job, and it can be hard to keep your sales team motivated to pursue leads and close deals day after day. Rejection is sometimes part of the job in sales, and that can make some days more difficult than others. Developing a solid set of strategies for motivating your sales team will not only increase your bottom line, but will increase team member satisfaction and retention. 


Course Objectives

  • Discuss how to create a motivational environment
  • Understand the importance of communication and training in motivating sales teams
  • Determine steps your organization can take to motivate sales team members
  • Understand the benefits of tailoring motivation to individual employees
  • Apply the principles of fostering a motivational environment to your own organization

Course curriculum

  • 1

    Getting Started

    • Module 1 - Introduction

    • Module 1 - Getting Started

    • Module 1 - Workshop Objectives

  • 2

    Create a Motivational Environment

    • Module 2 - Create a Motivational Enviornment

    • Module 2 - Conduct Frequent Team Check-Ins

    • Module 2 - Train Your Team

    • Module 2 - Emulate Best Practices

    • Module 2 - One Size Does Not Fit All

    • Module 2 - Case Study

    • Module 2 - Video

    • Module 2 - Quiz

  • 3

    Communicate to Motivate

    • Module 3 - Communicate to Motivate

    • Module 3 - Regular Group Meetings

    • Module 3 - Regular One on One Meetings

    • Module 3 - Focus on Strengths and Development Areas

    • Module 3 - Ask for Feedback

    • Module 3 - Case Study

    • Module 3 - Video

    • Module 3 - Quiz

  • 4

    Train Your Team

    • Module 4 - Train Your Team

    • Module 4 - Focus on Training and Development

    • Module 4 - Peer Training

    • Module 4 - Mentoring

    • Module 4 - Keep the Focus Positive!

    • Module 4 - Case Study

    • Module 4 - Video

    • Module 4 - Quiz

  • 5

    Emulate Best Practices

    • Module 5 - Emulate Best Practices

    • Module 5 - Look to Industry Leaders

    • Module 5 - Solicit Team Member Suggestions

    • Module 5 - Take a Field Trip!

    • Module 5 - Leverage Outside Expertise

    • Module 5 - Case Study

    • Module 5 - Video

    • Module 5 - Quiz

  • 6

    Provide Tools

    • Module 6 - Provide Tools

    • Module 6 - The Right Tools

    • Module 6 - Ask Team Memebers What Tools They Need

    • Module 6 - Provide High Quality Tools

    • Module 6 - Allow for Training

    • Module 6 - Case Study

    • Module 6 - Video

    • Module 6 - Quiz

  • 7

    Find Out What Motivates Employees

    • Module 7 - Find Out What Motivates Employees

    • Module 7 - One Size Does Not Fit All!

    • Module 7 - Find Out What Motivates Individuals

    • Module 7 - Discover What Motivates the Team

    • Module 7 - Tailor Rewards to Employees

    • Module 7 - Case Study

    • Module 7 - Video

    • Module 7 - Quiz

  • 8

    Tailor Rewards to the Employee

    • Module 8 - Tailor Rewards to the Employees

    • Module 8 - Motivation is Personal!

    • Module 8 - Choose 1-3 Motivators

    • Module 8 - Employee's Personal Goals

    • Module 8 - Reward Achivements

    • Module 8 - Case Study

    • Module 8 - Video

    • Module 8 - Quiz

  • 9

    Create Team Incentives

    • Module 9 - Create Team Incentives

    • Module 9 - Incentives Foster Team Work

    • Module 9 - Team Goals

    • Module 9 - Choose 1-3 Motivators

    • Module 9 - Reward Achievements

    • Module 9 - Case Study

    • Module 9 - Video

    • Module 9 - Quiz

  • 10

    Implement Incentives

    • Module 10 - Implement Incentives

    • Module 10 - Regular Incentives

    • Module 10 - Mark Milestones

    • Module 10 - Encourage Friendly Competition

    • Module 10 - Keep the Value Reasonable

    • Module 10 - Case Study

    • Module 10 - Video

    • Module 10 - Quiz

  • 11

    Recognize Achievement

    • Module 11 - Recognize Achievements

    • Module 11 - Recognition Motivates!

    • Module 11 - Recognize Achievements Regularly

    • Module 11 - Recognize Achievements Publicly

    • Module 11 - Document Achievements

    • Module 11 - Video

    • Module 11 - Case Study

    • Module 11 - Quiz

  • 12

    Wrapping Up

    • Module 12 - Wrapping Up

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