Instead of incurring the cost of firing the “Larry Laggard’s” and facing the lost time associated with the recruitment, training and ramping of a new set of sales hires, this new approach focuses on coaching and motivating every sales rep right across the whole sales process to increase the chances of creating more “Paula Perfect’s”.
Modern sales coaching techniques, such as behavioural motivation focus on using data analysis to identify the frequency and timing of the activities exhibited by the most successful sales reps throughout the entire sales lifecycle, those activities that ultimately result in positive sales outcomes. This path to success or “winning way” can then be used to guide and nudge every sales rep across every deal, motivating the right behaviours at the right time to accelerate deals and increase the likelihood of closure.
When coupled with transparent reporting of achievement and rewards across the entire sales journey it is easy to see how sales managers are successfully using behavioural motivation as a new sales coaching technique to scale their sales effort with minimal cost.
SuMo Motivate allows you to first identify and then break down your optimal sales process into manageable milestones, guiding your sales reps and prompting them to follow best practices for each and every deal. SuMo enhances sales productivity and efficiency, reinforces your “winning way” and ensures your workforce is operating as a stronger team.
Avoid the common mistake of rewarding only for the outcome and inspire your sales teams to achieve daily by setting sales goals that span the entire sales process. Goals they can clearly identify with and milestones they can successfully attain by using SuMo Motivate.
For more information on deploying behavioural motivation as a sales coaching technique, feel free to get in touch with our expert team who can guide you on how you could be scaling up your sales success.
Alternatively, read our latest white paper that outlines how modern sales managers are increasing sales performance by managing to leading sales indicators.