I met with a client this week who are looking for ways in which to improve sales effectiveness.  One of the areas which came up in discussion was ‘how to motivate the sales team’. I always wonder about this one – it’s not the first time I’ve been asked about it and I’m sure it won’t be the last. The thing is I’m not an organisational psychologist so it’s not really my bag. There are other professionals who specialise in this area that are eminently more qualified to help.

However, I do have a view on this and it is based on one thing that I do know about – and that’s salespeople. To my mind great salespeople don’t need to be given motivation. In my experience they are very highly self-motivated and have much higher standards for themselves than you could ever hope of them. Continue Reading