Sales Management Success

10Your Turbo-Charged Strategic Toolbox

Download Your Complimentary Digital Toolbox

An expanded, usable version of Your Turbo-Charged Toolbox (Chapter 10), with the 13 tools, instructions, and examples, is available for Sales Management Success book buyers. This digital version will enable you to customize the tools, copy them, and add them to your computer for on-the-job use. The only restriction is that the Porter Henry & Co., Inc. copyright must remain on all copies. To acquire your personal copy, visit porterhenry.com and click Strategic Sales Manager Toolbox on the home page to open the Shop page. Complete the required information, insert the coupon code ACHIEVE, and download your free copy.

This chapter rounds up most of the worksheets that appear in the preceding chapters and provides a brief explanation on how to use them.

ALIGNING AND ENHANCING SALES MOTIVATION

No sales manager directly motivates salespeople to sell more. Yet, the effective manager can align, enhance, and even awaken an individual's intrinsic motivation. While all salespeople are motivated to sell (at varying levels and direction), each person has different motivations; often hidden, they can be detected over time.

Thanks to Dan Pink's research shared in his best-selling book DRiVE, two of today's priority motivations have surfaced; Mastery (motivation to improve performance) and Autonomy (desire to work alone on a challenging issue, idea, or project). Both are business- and job-related, and ...