Motivating your Sales Team

A high performing team is highly self-managed and self-motivated. But it is the manager who creates the conditions, the encouragement and provides the coaching that brings the team to this point of self-management. Creating a sense of worthy purpose is essential, as well as a team dynamic that creates bonds that unite the team and brings out their most positive energy. Caring and psychological safety have proven critical. You will learn how to build this sense of purpose, and create the social system that unites team members. You will also learn how to deal with negative behaviours in the most positive way possible, identify sources of motivation that will motivate all team members, how to use both intrinsic and extrinsic motivation, how you can optimize social reinforcement from the team itself, how to develop a system of motivation in the organization, how to analyse behaviour and its influences using the ABC model of managing behaviour, how to use reinforcement schedules, how to distinguish the difference between performance problems that require new skills versus motivation.

Course Objectives

At the end of this course, delegates will be able to:

• Identify sources of motivation in the three major types of motivation.
• Develop an analysis of problem behaviour.
• Identify ways to improve the social motivation derived from team membership.
• Increase intrinsic motivation derived from the work itself.
• Create a plan to increase the motivation of team members using a scientific approach.

Course Outline:

Module 1: Introduction to Sales Team Motivation

• Importance of motivation in sales
• Key motivational theories (e.g., Maslow’s Hierarchy of Needs, Herzberg’s Two-Factor Theory)
• Link between motivation and sales performance

Module 2: Understanding Your Sales Team

• Assessing individual and team motivations
• Identifying common motivational challenges in sales teams
• Tailoring motivational strategies to different personalities and preferences

Module 3: Effective Communication and Leadership

• Communication styles and their impact on motivation
• Building trust and rapport with sales team members
• Techniques for delivering motivational messages effectively

Module 4: Goal Setting and Performance Management

• Setting SMART goals for sales team members
• Tracking and measuring performance against goals
• Providing feedback and coaching for continuous improvement

Module 5: Recognition and Rewards

• Importance of recognition in motivating sales teams
• Types of rewards and incentives
• Creating a culture of appreciation and celebration

Module 6: Developing a Motivational Action Plan

• Assessing current motivational practices within your sales team
• Identifying areas for improvement
• Creating a personalized action plan for implementing motivational strategies

Who Should Attend?

• Managers
• Team Leaders
• Program Managers
• Product Managers
• Project Managers
• Anyone interested in leading a team

Venue: Nairobi

Date: Open