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Study Mode: Online
Enrolled: 5210 students
Course view: 53530
Duration: Self-Paced Learning
Lectures: 11
Course type: Short Courses
Certificate of Completion: FREE
Motivating Your Sales Team

Motivation is more than Vince Lombardi quotes and quirky posters on the wall. It’s one of the most important components of sustained sales success over time.

As a sales manager or director, you can only influence your team’s sales performance in two dimensions: Their skill set (what they can do), and their motivation (how repeatedly or passionately they do it).

Improving your team’s skill set is a largely objective process. By evaluating current performance metrics and comparing them to a successful end state, you can diagnose what areas need improvement and act accordingly.

But motivation is far harder. Not only are there many external factors that affect motivation, every person requires different incentives and motivational tactics.

If you want to improve the success of your sales department, it’s time to make motivation a priority.

At the end of this course, you should be able to:

  • Understand the concept of Sales force motivation
  • Know the relationship between Sales team motivation and productivity
  • Know how to create a detailed Sales Commission Plans
  • Understand the Types of commission plans
  • Know the Determinants of Motivation
  • Understand A Sales Management System
  • Know the Ways to Inspire and Motivate Your Sales Team

Course Curriculum

SECTION 1: INTRODUCTION TO SALES TEAM MOTIVATION

1     Sales force motivation                                                                                              Self-paced
2    Sales team motivation and productivity                                                               Self-paced
3    Sales Commission Plans                                                                                           Self-paced
4     Types of commission plans                                                                                     Self-paced
5    Determinants of Motivation                                                                                     Self-paced
6    Quiz                                                                                                                               10 questions

SECTION 2: UNDERSTANDING THE STARTEGIC APPROACHS TOWARDS SALES TEAM MOTIVATION

1       Motivation and Motivating People                                                                      Self-paced
2     Quality of Management                                                                                           Self-paced
3      A Sales Management System                                                                                Self-paced
4      Ways to Inspire and Motivate Your Sales Team                                               Self-paced
5      Making Use of Natural Motivators                                                                      Self-paced
6      Conclusion                                                                                                                Self-paced
7      Quiz                                                                                                                           8 questions

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