Top Sales Manager Blog

Do you remember our discussion about depositing into your sales reps’ Trust Account? What can I say? It’s back! I’m going to talk about it again not for lack of a good topic to discuss but for its sheer importance in a sales manager’s career.

I’m pretty sure you’ve been asking yourself, “What exactly will all these Trust Account deposits do for me anyway?”

It’s okay. I asked the same question myself back when I was new to the concept. I was thinking all I wanted was for my sales reps to start producing big time results. What does it have to do with Trust Accounts?

It turns out that producing great results has everything to do with Trust Accounts.

Look, what stands out to you the most when someone mention the words “Trust Account?” It’s the first word – Trust – that does it, right? Trust is the one sole element that shouldn’t be absent in a relationship between sales manager and sales rep. The saying goes, “Trust is the glue that binds people together in groups.”

Trust is:

• Hard to earn
• Easy to lose
• When lost, nearly impossible to regain

Forming a relationship built on trust allows your sales reps to act so that the rules of the game aren’t constantly changing. It encourages peace of mind. And when your sales reps have peace of mind, they become willing to exert extra effort and place themselves on the line for you and the team.

I’ve never seen a sales person pull off peak performance without doing those things on a regular basis.

First establish trust. Then reinforce that trust by looking for the smallest opportunities to make deposits into their Trust Accounts, either by praising them on a job well done or asking them out for a joint lunch, your treat. These are just some of the MANY ways you can motivate your sales reps to peak performance.

The key is to always your treat your sales reps the END unto themselves. This is what separates the men from the boys. Never treat them as a means to which you achieve your own ends. Great sales managers don’t do that.

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How often do you make deposits into your sales reps’ Trust Account? Share your opinions by leaving a comment below.

Filed under: Motivation, The Trust Account by ralphburns