Top Sales Manager Blog

Ernest Hemingway was a great writer. But he was also a big time drunk. He once said in an interview that he likes to take a pitcher of tequila with him when he writes.

You gotta figure after that pitcher of tequila, he was feeling pretty good…

My point is this: people do their best work when they feel good.

In the case of Hemingway it took a pitcher of tequila.

I’m not implying that you and sales rep should each pound a pitcher of margaritas before every sales call…hardly.

It’s simple and I know you’re aware that it’s as true as the sun setting in the west and apples falling from a tree: people do their best work when they actually feel good.

But the real question is: do you keep this mind as you manage your sales people?

Sales people who don’t feel good end up performing poorly in their work. As their sales manager, this is a very bad situation for you.

It’s obvious what I’m trying to say – confident sales people sell more than sales people who lack self confidence. If that’s the case, then why do sales managers spend most of their time ripping down their sales reps’ confidence instead of bringing it up?

That’s because most sales managers are average sales managers. They follow the “seagull sales management” form of management, and that’s that. It’s career suicide, and it’s the kind of sales manager I would never advocate. Period.

The formula goes like this: sales reps that feel good = better sales results.

This is basic sales management 101. Make your sales reps; don’t break them. In general people perform better when they feel appreciated than when they’re getting criticism or negative vibes from their OIC all the time. If you can make them feel important, that’s good. Give praise where it’s due. Sometimes a few words is all it take to get the job done. But you have to know the proper timing for it and give specific praise. Otherwise it simply won’t work.

We all have different motivations for doing the work that we do. But if there’s one thing common in all of us, it’s the need to feel needed.

Self respect and the respect of others. These are the two most important rewards anyone could receive at their workplace.

As a sales manager, work hard at creating an environment where your sales reps could relax and feel good about themselves. Tell them their efforts are appreciated and being noted by management. It’s a lot of work, sure, but the ROI on these investments, I tell you, are tenfold.

To learn more about sales management training, get our free video on the sidebar of this post or by clicking here.

What do you do to make your sales reps feel good? What kind of environment do you have in the office? Tell me by leaving a comment below.

Filed under: Leading, Motivation by ralphburns