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In a business world in which clients have many choices and products aren't often sharply differentiated, customers demand strategic thinking, emotional connections, and critical information. Providing that mix demands all of a sales rep's talents.
Soon after assuming responsibility for a Best Buy store, one of Eric Taverna's big challenges was to harness the energy of his employees. His approach -- and its positive, long-term effects -- offer lessons to managers across all industries on how to build a committed workforce.
People exceptionally talented in the Significance theme want to make a big impact. They are independent and prioritize projects based on how much influence they will have on their organization or people around them.
The best sales managers know how to provide their star performers with just the right rewards to feed that drive for success. In fact, finding the perfect "fit" between motivation and rewards may be the key to focusing great sales reps toward even greater achievements -- or sending them into a slump. Here are some strategies to motivate your sales stars.
How do we motivate the associates on our team, when promotional opportunities or money are not necessarily within our grasp to deliver? This remains one of the most common questions from managers. How can a strengths-based approach help us stimulate and inspire our team members to produce their best work?