Babette Ten Haken wrote today about self motivation and using it to counteract your management’s de-motivation strategies while they are pushing you to produce and sell more. Babette points out that when your management team are trying to demotivate you, you have to come up with your own self motivation strategy because by doing your best work, you are contributing to economic recovery, contributing to growth and you will be leading instead of chasing.
She goes on to say that a self motivation strategy should grow when you are able to overcome your fears of meeting your management KPI’s because you will no longer be afraid how much your targets would change when you progress into the top 40%, let alone the top 20% of sales performers. Without giving too much away, Babette goes into detail about what a self motivation strategy should include and that overall it should allow sales representatives to emphasise possibilities and create a strategy for achievement.
Michelle Davidson of raintoday.com has recently posted about starting your sales success with goals and a plan. She begins by saying that without goals we would be lost as they help to turn ideas into achievements, however it’s near impossible to achieve your goals without a solid plan in place.
Michelle gives a number of different pointers of things you can include in your sales plan including sales forecasts, call prospecting, getting details about your prospects, asking for referrals, stepping out of your comfort zone, and growing key accounts. She goes into detail about each of these, reiterating that sales people need goas and a plain to achieve sales success.
In his latest post David Brock asks readers if they are creating value or not. He says that although he has read countless amounts of posts and books on value creation, they all follow a similar line of thinking that says that customers define value in their own terms and that sellers have to create value aligned with what the customer thinks is important. He goes on to say that to win, you have to create more value than anyone else.
David goes into detail about his own personal experiences with value creation and covers pricing, discounting, willingness to pay, ability to pay in order to revise the outline mentioned above. As usual from Mr. Brock, it is an excellent read.
You can read David’s post here ‘Are you Creating Value or Cost?’