It s worth the investment to properly train that individual so that we can increase the odds that he or she can and will produce profitably. The fourth major challenge is keeping him or her focused and motivated. Compensation is not the only way to motivate a salesperson. In fact, money has proven not to be the number one motivator of salespeople. However we need to recognize that most salespeople, because of the nature of what they must do, have high egos and self-esteem.
Effective communication is one of the most effective ways to manage a salesperson.
Communicate your appreciation when they do a good job, be willing to educate them on how to become better at our business and voice your concerns when they do something that does not benefit the firm s overall profitability or their well-being. Most important, constantly be communicating the firm s overall plan and objectives. Communication breeds team spirit. One of the best vehicles to effectively communicate with a salesperson on your staff is to have a regularly scheduled marketing meeting each week. No other work in your firm is more important than the hour per week you spend in managing and cultivating the future profitability of your firm.