In Part 3 of our 3-part series on achieving sales success in a down economy, Danny Wood, President, Danny Wood Enterprises and a  licensee of Sandler Training, explains why keeping your team motivated, now that you’ve got the right team in place, is key:

Keeping the Team Motivated

While most good salespeople are self starters, even the best salesperson can not sustain that behavior every day. So motivation is vital from the onset. One of the best ways to motivate salespeople is to know their personal goals as well as their business goals since many times, employees can fulfill both at once. In addition, salespeople need to receive positive feedback from managers and be recognized for their daily achievements. Sales is a tough business and a positive office environment is vital for success.

Devising an employee’s prospecting plan together with the employee, to show potential earning power, is always helpful as it demonstrates to a sales person how to achieve his or her goals. And ultimately, that’s what the sales manager wants – results from effective salespeople who know the techniques, are honest and ultimately will lead the company’s sales efforts into this new period in our economy.

Danny Wood, president of Danny Wood Enterprises LLC, in Rutherford, is a licensee of Sandler Training and specializes in sales and management training to increase sales productivity. Send your questions or comments to or call Danny at (201) 842-0055.