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The Sales Book by Graham Yemm

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Motivating your team

Objectives

  • To understand the range of factors which motivate people
  • To recognise how to reduce the risk, and impact, of demotivators on your sales people
  • To understand the importance of knowing your people and their individual motivation drivers

Understanding

Let me start by challenging the myth that all sales people are motivated by money, and chase an ever-rising commission or bonus. This may apply to a tiny minority and they will choose organisations, and sales sectors, which will reward them accordingly. However, there are many different types of people in sales and they have a wide range of motivational drivers apart from money. Yes, they want to be fairly rewarded for what they do, but money is only part of that ...

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