7 Steps Toward an Effective Sales Force

Speakers

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President, Behavior Alchemy
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Principal, Buck Consultants
Webinar Recording Details
  • Date and Time
    Wed, Nov 19, 2014 at 10AM Pacific / 1PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.

Handouts


Description

When thinking about what has the most motivational power for sales people, most sales managers believe their reps are coin operated. Give the reps a solid opportunity to earn a fat commission and they'll produce like crazy! Right? Wrong. If everyone is well trained, has similar opportunities to sell, and is relatively skilled, then why are their top performers and bottom performers? The 80/20 rule persists in part because money isn't the best motivator and doing the same thing over and over and expecting different results is simply insane.

In order to maximize the performance of your sales reps, there are three things you can do to help them succeed: help them set goals, help them get emotionally engaged, and help them focus on the most important things. When it comes to emotional engagement, money just doesn't make the grid. The idea of more money is intellectually appealing but the reality of money as a motivator is a myth. The webinar will frame non-cash rewards in the motivational world of a sales rep and why More Money isn't always the answer. This webinar will also reference academic and commercial studies that demonstrate why money is not the best motivator.

If you believe that money is the best all-out, never-to-be-trumped motivator, we should talk about that swampland I have for sale. Attend the webinar and you'll understand why the myth should be retired.


About Tim Houlihan

Tim Houlihan is fortunate to indulge his curiosities of human behavior with companies around the world. He pursues answers to and writes about questions such as “why do some environments foster greater productivity than others?” and “how do companies influence the behaviors of their employees, channel partners and customers?”

Tim leads Houlihan Consulting a research, training and design consultancy focused on leveraging the behavioral lens to solve strategic people issues. Before he launched Houlihan Consulting, he was the Vice President of Reward Systems at BI WORLDWIDE.  He was responsible for leading the development and marketing of innovative reward systems, a thought leader in behavioral economics, and chief liaison with academic partnerships around the world.

About Jim Sillery

Jim Sillery is a Principal in Buck's Minneapolis office. Over 30 years, Jim started his career as a direct sales representative. Today, he advises companies in a broad range of industries, addressing both domestic and global issues related to sales force effectiveness and global remuneration.

Jim helps clients respond to increased competition from the globalization of markets, shifts in customer buying patterns, emerging technology, pressure on margins and other economic factors. As these trends cause companies to revise their business and sales strategies, Jim has provided solutions that increase organizational productivity by aligning their sales personnel, processes and reward systems with key drivers to sales effectiveness.


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