The Four Chemicals of Sales Motivation

One of my favourite cocktails is a Vodka Martini. It has four distinct ingredients – vodka, vermouth, olives and ice – it’s delicious. In the same way, it’s been discovered and popularised by Simon Sinek, that happiness or motivation is created in the human brain with four distinct chemicals, and our role as a sales leader can become much easier if we understand how these elements affect our sales team and provide an environment to motivate. They’re known as EDSO – endorphins, dopamine, serotonin and oxytocin. Mixed together, they explain…

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Intention Based Feedback

Many of us are wary of giving feedback to colleagues preferring not to “upset their feelings” or create conflict. Here’s a clever way to do so that actually complements them. Here’s how. Everyone has strengths – confidence, building rapport, attention to detail for example. Equally everyone displays weaknesses at work, especially when they enter into their conflict mode. Arrogance, too social and picky, for example. You see virtually every weakness is an over cooked strength that someone has. Usually triggered by a conflict situation or stress occurring. Go on, guess…

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Handling Underperformance

As a sales manager you’re crystal clear as to your role. To drive results and revenue via your salespeople. You do this with three interventions: One to ones Field coaching Sales meetings You ensure that your salespeople buy into their targets and take responsibility for them. When they’re responsible they become accountable. The best place to check on results and discuss actions is at the one to one meeting. These can be held face to face (preferably), on the phone or via skype. They must happen regularly for the impact…

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