How do I keep sales people motivated in this tough economy?
Malcolm says
Step one, do not beat them up and tell them how badly they are doing. Step two, take the opportunity to engage other parts of the business to discuss what can be done to increase sales. Talk to Customer Services, Marketing and yes even Finance. Get a different take on customers that can be used to change how things are done. This current environment is a great opportunity to pull together the whole organisation to help and support Sales. With this extra knowledge and support Sales staff will be able to build better relationships with customers and improve results. Another key benefit is that top Sales staff will be more encouraged to stay with a company that helps them rather than just beats them up.