Front - AZ Teambuilding sro

PUSHING TO THE FRONT
your sales team will develop a superior level of performance.
Step 4:
UnleaSH tHe “inner entrepreneUr” oF yoUr
SaleS people
Top sales people are generally motivated by money and recognition.
The ability of the SMB owner to leverage these two motivating factors
effectively will be the key to successful sales results.
Brian Tracy in his book “Be a Sales Superstar” states:
“the highest paid sales professionals in every field accept 100% responsibility
for results…they see themselves as the president of their own professional
sales corporation. They view themselves as self-employed.”
This concept presented by Brian Tracy might be difficult for some business
owners to accept. It can be contrary to their natural or understandable
desire to have control over all aspects of their business. This need for
control is often the cause for capped compensation plans, salaried sales
positions, and the treatment of the sales position as an assembly line job.
Again I am strongly recommending the business owner leverage the
experience and knowledge of the sales expert they have engaged in
Steps 2 & 3. Have this individual:
1. Clearly communicate the accountabilities/deliverables
developed in Step 2 to each sales person.
2. Establish compensation plans that align with the values of
your company but also allows the sales people to treat this as
their own business. The more they put into it, the more they
get out. That’s good for them and good for your company.
Avoid the trap I have often seen, which are compensation plans that cater
to average performance because there is little incentive to excel! Never,
ever be shy about incentivising your sales people to strive for excellence.
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