Tips to Motivate Sales Team

-
Sales Team Motivation -What not to Do. 

Real Story Time:

April 2017:
Venue Chandigarh

Annual sales conference was in progress. The entire sales team of the Zone was present in the big conference hall of a five star Hotel.

Also present in conference were many outside consultants of all hues and company's promoters along with stand in GM Sales.

All channel partners (CP) of the company were also present in the same hall.

The sales conference was organized to share last year's sales performance and chalk out a sales,marketing and distribution blue print for coming year.

Last year sales performance was shared.

Next on agenda were sales plans for the current financial year.

Sales Consultant,from an automotive industry background came on stage to charge a FMCG sales team.

He wanted to charge a saled team from an induatry he has no idea about.

So he did what he knew best.

"Who of our sales team is afraid of this year's targets?" the "know all" sales consultant thundered.

"Those team members who don't achieve this year's sales targets will get their arms ripped off from their shoulders" he glared at sales team.

Sales folks looked like sacrificial goats right in front of their CPs.

Promoters of company and "stand in GM" preened while looking at hapless faces of sales team members.


                                            Image: Entrepreneur . com

As is custom in such sales conferences, all sales people obvertly "accepted" targets finalised for them by their seniors.

They all shouted "we will do it sir".

All top guns and consultants swelled their chests.

Fast forward. ..six months.

Most of field sales staff who attended Conference left organization. 

Departing sales team members took along with them their knowledge,their skills and their tried and tested sales tactics.

"Fear never sells".

Fear based Compliance is ineffective. Fear instills disrespect in the psyche of victims against the perpetrator/s.

Love and compassion is timeless method to win hearts.

Agree?

If you like what you have read, then please subscribe to this blog.

If you want any questions answered then please share your questions in the comments section. We will try to satisfy your query to the best of our abilities.

Productive Living !


©2019 All rights reserved.



Comments

Post a Comment

Popular posts from this blog

Difference Between Product Sales and Market Sales.

-
Image
Today we will not only discuss What is Product Sales and What is market sales bit also the difference between these two terms. The product sales refer to sale of these products by the company to its channel partners e.g franchises, distributors, stockists etc. Please note that here the product has reached only the warehouses of the channel partners of the company and not the end customer. And market sales   refers to sale of company products by its channel partners in market. Further sale by franchise,or distributor or stockist to their own customers or end consumers will be called market sales. In this case market sales of company products is real sales as the products have moved from the warehouse of the channel partners to the market. Hope it is of help to you. Mritunjaya Malhan To get comprehensive knowledge about FMCG sales, buy our book on Flipkart by clicking this link now : https://bit.ly/3kkXCDT (C)2019 All rights reserved.
Read more

How To Travel Better on Sales Tours

-
"How To Travel Better on Sales Tours"  Most of working lives of sales people are spent in travelling. To meet channel partners and customers, sales people have to visit different locations to sell or promote their products/services. If as sales people you utilize your travelling time productively then it can help you increase your skills and also use this travel time to distress yourselves. Another major requirement of sales profession is that of staying outside home ,away from friends and family members in hotels.  Hotels become second homes of most of sales people as here again major part of their working month is spent staying in hotels, and hotels are hotels and not homes. Sales people have to accept whatever services are offered by the hotels. This also helps in developing a lot of patience and tolerance in sales people regarding the food quality or room quality or the kind of services provided by different hotels. Today we will explore some of the ...
Read more

What is Marketing Role in FMCG Industry?

-
Image
Dear Friends, You all must have heard the word marketing time and again and you must have wondered as to what marketing is. Most people confuse marketing with sales. But both are different My answer is based on marketing and sales function in FMCG, OTC and FMCD industries. Marketing: Image: feedough Marketing is focused on generating awareness of company's products in the mind of consumers. Marketing achieves this objective by planning and executing right communication strategies ( right communication in the right channel to ensure that the communication reaches the target audience at the least cost) to reach the right target audience. Marketing function is focused on running campaigns or promotion strategies to engender a desire to buy and/or experience company's products/services . Marketing function is also responsible for doing marketing research to come up with right products (First P) in the right packaging (Second P) to ensure it reaches more number of cu...
Read more