Open Letter To Sales Managers

Dear Sales Managers,

I know you’ve been doing your job for a while. You probably think you are pretty damn good at what you do. I need to let you in on a little secret: your sales reps don’t give a SHIT about helping you meet YOUR sales quota. All this time I’m sure you’ve been thinking you’ve been motivating your team when you have your morning stand ups — nope! What is your team looking for? Your team is looking for you to give a shit about them as human beings, where they are at in life, and what they want their future to look like. Pretty mind-blowing, huh?

Next time you are in your one-on-one with your reps, before you dive right into percent to budget for the month and sales technique, try asking a few questions about their hobbies, family, interests, then ask them what they want to get out of their job. Don’t assume that making lots of money is their motivator. Money might be a means, but the end might be paying for Jonny’s college, or getting into that Victorian house on the corner of 53rd Street and Bell Avenue. Just like with a sales call, take time to build trust and rapport, then peel back the layers to uncover what the true motivation is. Once you discover the true core, then you can create motivation.


Sean Mitchell

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