A Critical Connection
I recently had the opportunity to chat with the owner of a large privately head corporation. I complimented him on his understanding of how to motivate a large sales team. He has many loyal salespeople that have made a sizeable income for several years and contributed greatly to the success of his company. I told him how I had experienced many sales managers and business owners who did not understand the powerful role a successful, motivated sales team can be to a company. More importantly, how easy a salesperson can be de-motivated by their tactics. In one comparison, two companies that were competitors in the same industry that started nearly the same year showed a significant difference in gross volume after many years in business. As a matter of fact, the company that embraced a well-paid, motivated sales force had grown at ten times the rate of the other company. As we discussed the various business styles of other companies, the business owner's demeanor became very serious and he said: "The connection between our salespeople and our customers is the most important relationship of our business. Without that connection, I do not have a company." He has proven that taking the ceiling off of a salesperson's income, creating a competitive environment, setting goals and genuine recognition can create a very successful, profitable company. The more income a salesperson earns, the more profitable the company becomes. In this case, a rising tide does raise all boats. Have a great week!
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