sales rep

Motivation Coaching: Mastering the 1-on-1 Sales Coaching Conversation

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One of the biggest issues that sales managers struggle with is sales rep motivation. Perhaps that’s why sales managers often ask me, “what can I say or do to get my salespeople more focused on achieving their sales goals?”

Personal motivators differ from one salesperson to another. There is typically a primary motivator and a secondary one for each sales rep on your team. Once you understand a person’s motivators you’ll want to incorporate them into your 1 on 1 conversations and other interactions.

As a start, before your meeting with your salesperson ask him/her to identify their “money goal” for the next 12 months, and what they need to sell in order to hit their money goal. Then during the conversation:

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How to Determine ‘Coachability’ in the Sales Rep Candidate Interview

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Three people sitting in a row of chairs.


Why waste time and resources hiring sales people who can’t or won’t grow on the job and end up taking up valuable space on your sales team?

Unfortunately, that happens far too often. It’s true that some reps are naturals and likely will succeed in almost all situations, but those self-driven top performers are more the exception than the rule. Most reps require sales coaching to attain top skills and performance — to thrive in your sales culture — and the time to determine a rep’s coachability is in the interview with the candidate, not way down the road.

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5 Ways to Prevent Sales Reps from Saying “I Quit!”

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There is nothing more frustrating for a sales manager than to have a senior-tenured sales rep resign.

Many companies are coming to realize that the #1 reason why productive salespeople leave is because of their relationship with their sales manager. The decision sales reps make to quit your company doesn’t occur in an instant. When there is too little coaching from the sales manager and very little feedback (other than negative), a salesperson becomes gradually disengaged with what is going on. He or she perceives they are not growing and they begin to wonder if the grass may be greener somewhere else.

Here are five things sales managers can do to prevent sales rep attrition:

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Great Sales Coaches Help Reps Learn from a Lost Sale

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Nobody, no matter how good they are at selling, has a 100% win rate. That means all of us have to learn how to deal with losses. As a sales manager, your job is to help your team learn from these lost sales. A lost sale is a failure only when we, individually and as a team, don’t learn from it.

Having a positive attitude is especially important in the sales profession. And when a salesperson loses a big deal, it is easy for them to get down. That’s a normal human reaction. But if your salesperson stays down, that’s not good. And one way to help salespeople process their lost sales quicker is to teach them how to “look for the lesson” in every lost sale.

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