http://www.prgsolutions.co.uk en-gb prgsolutions.co.uk 2011-1-17T00:00:00Z prgsolutions.co.uk http://www.prgsolutions.co.uk/page7.htm#84839 Normal 0 I regularly get asked how much it costs to motivate the sales team. I generally respond with two comments firstly How much would you like it to cost and secondly Whats the cost of not motivating your teamKeeping your sales team motivated is a constant struggle at the best of times but when times are hard or work is a little low it becomes even harder. Although we all understand that motivation is a must you dont need to break the bank to achieve it as Ive mentioned before one of my best was a game of pass the parcel using pound shop toys and a stack of old newspapers but you do need to put some thought in to it. There are a few things that you need to consider when deciding which route to take. First and foremost being how much money has the boss given you got to spend Now theres no need to panic at this point you dont necessarily need an absolute fortune to achieve great results I have in the past motivated a team of 48 ... 2011-1-17 15:44:47 http://www.prgsolutions.co.uk/page7.htm#62927 People often ask me about training and can you deliver the same course to everyoneWell the answer is yes of course you can deliver the same course to everyone...whether it will be effective or not now thats another issue all together.For example the basics of sales training are the same openclosed questions features and benefits building rapport the list goes on. The issue is not everyone that you deliver the training to is the same.In a telesales team of ten youre likely to have ten different personalities ten different objectives ten different approaches etc. The skill comes in when you are able to adapt the delivery of a training program to suit the needs of all of them.You have to find different stories to explain different things a football story might work with some but make no sense to others.Although as I said the basics remain the same it has to all makes sense to everyone.You also have to be aware of your audience and how much interest they are likely to pay. A group of har... 2010-4-13 15:03:31 http://www.prgsolutions.co.uk/page7.htm#60636 Its a wonder Im not a hard drinking hard smoking pile of stress after five years of consultingLet me explain it will never cease to amaze me that people ignore the basics in business. For me the first question I always ask when looking at any sort of call centre or telesales operation is Whats your cost per seat its a very simple question that actually has a huge impact on efficient operation.In simple terms if Fred cost you 163100 to turn up and occupy a desk for the day and each sale is worth 16325 to your business then Fred MUST make a least four sales a day otherwise he costs you money and thats not sustainable.You can obviously arrange that calculation depending on the business youre talking to but the formula remains the same you have to make more than you spendOf course you have to give some leeway in the initial stages for example if Fred is new hell take some time to get up to speed and you would obviously allow for that but set a target dont just leave him to get there is h... 2010-3-16 11:49:33 http://www.prgsolutions.co.uk/page7.htm#60155 Its been an interesting day today. I have been asked by a client to design and deliver a telephone selling skills course. fairly simple you might say considering what I do. The first problem to overcome was that they didnt want to call it a sales course because they dont consider themselves a sales company. So I had to gently get them to take a wider view of the way they conduct their business and what it means to them and their customers.I politely asked them Does everyone you speak to take your serviceTo which they answered No of course notSo I reply What do you do nextWe use features amp benefits to persuade them came the pride filled response.I hate to be the one to shatter your illusions but thats sellingThe course is now being called Selling the ServiceFunny how things can change when you take a different view...By the way many thanks to Tim Lyon from New Tricks for the sounding board this morning we all need to hear that we know what were talking about once in a while. 2010-3-9 15:37:42