This is a fantastic sales force motivation video by Daniel Pink on the changing impact financial rewards have in motivating people. His key phrase is “Science knows and business doesnt apply it”.

Sales Force Motivation Research

This research may surprise you because it draws on cutting edge  research that shows that in many cases the ‘carrot or stick’ method of motivation is at best innefectual and at worst will act as a disincentive  to your sales force motivation team.

Watch the full 18 minutes – you will be glad you did.

More about sales training in our blog. If you know other stuff about Sales Force Motivation, glad if you could share in the comments below.

I was recently tidying out some old paperwork and came across some notes I made when reading the Seth Godin Classic – “Purple Cow”. I think I made these notes back in 2006 or 2007 but they are just as relevant in todays business world.

Be Remarkable – old approaches just don’t work. The ways you have happily found, dealt with and kept customers for years are becoming increasingly ineffective. When was the last time you tried something new or revolutionary in your sales system?

You are Invisible – If your overworked, time poor audience doesn’t have the time or inclination to listen to you then you are just down right invisible. When was the last time you tried out a new way of communicating. Do you twitter? Do you post to Youtube? God forbid but do you write hand written letters? In the information age the old personal touch may just work you know?

Old Rule: - Create safe, ordinary products and combine them with great marketing.

New Rules -

Create remarkable products that the right people seek out. What can you do in your business that is remarkable? When was the last time you had a Being Remarkable brainstorm?

Happy consumers - The vast majority of people are happy with what they have got – they are stuck! It is a tough job to sell to the stuck so your only chance Is to a seek out those people that are actively seeking what you sell and want/like change.

Differentiate your customers: Find the group that loves what you do and is the most profitable and rewarding. Ignore the rest. Don’t cater to the masses. Cater to customers you would love to have.

Boring leads to failure! - Always.

Abandon Following The Leader - Does your company follow the leader in your Industry? What would happen if you abandoned that strategy and did something very different instead? When was the last time you made a strategy for being different?

Niche first Product later? – Can you identify the niche market first and then build or develop the product or service to be ‘remarkable’ in that niche.

Slogan - What is your slogan that people can use to spread the remarkable message about your company?

Are you looking for inspiration at the moment. At around £10 or less I would recommend Seth Godins – Purple Cow as a quick read to inspire you with ideas. Or read some more of this sales blog. It’s free!

The 60 second coaching tool that the video shows you is by far one of the most powerful sales coaching tools available to motivate and inspire sales staff.

60 Second Sales Coaching For Sales Managers, Sales Directors and Team Leaders

How To Motivate, Inspire and Propel Your Sales Staff To Maximum Efficiency

1) Opening Statement

I want to Talk to you about———-The Area Of Performance

2) Observation

I have noticed that ————–Describe The Performance or Behaviour

3) Impact

The Impact is ——-Describe The Impact on the Job being done.

4) Request

From Now On I would Like You To——–Describe How To Improve Performance Or Behaviour

Example:

1 . I have received your last weeks call statistics and would like to talk to you about your call numbers.

2. I have noticed that after 3 months with us most telesales staff are making 80 calls per day and You are currently making 50

3. The impact to the telesales teams sales targets is quite significant as 30 calls per day usually brings us 2 sales of around £500 each, so we are losing around £1,000 per day as a result.

4. What I would like you to do is work with me to develop a personal plan of training and coaching we can commit to that will get you to your 80 calls per day.