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“Key drivers in motivating your sales force”
18 juni 2020 - Gerald Naelaerts
There are many different ways to motivate people
But ultimately it’s about two things
Letting people do the job theywere hired to do.
Helping people be successful.
Success Confidence
Letting people do the job they were hired to do…
“The survey cites a cut in
customer service staffing as
the prime culprit for this
problem.
I understand the need to
control costs, but control is
the key word and “control” is
not a synonym for “cut”.
Letting people do the job they were hired to do…
Letting people do the job they were hired to do…
Helping people be successful
Tweede Wet van Newton : “een voorwerp in beweging zal versnellen of
vertragen (of van richting veranderen) als er een resulterende kracht op werkt.”
Succes is de kracht die Motivatie versterkt of verzwakt.
<- Success
Motivation ->
Helping people be successful
CEB / Gartner Research : Setup
Research by the American research institute CEB among more than 6,000 sales managers of B2B companies.
Participation of 90 internationally operating companies in different sectors.
Response to 44 statements relating to their sales approach
Resulting in 5 sales profiles.
CEB / Gartner Research : Profiles
CEB / Gartner Research : Complexity
Definition of complexity:
Concept product/serviceImpact on image/business processes/employeesLevel of investmentRangeDecision-making/DMU
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CEB / Gartner Research : Profiles & Results
Challenger Profile
CEB research : influencing mainly takes place in the
field of tension as opposed to in the comfort zone.
The Challenger is autonomous, while the other profiles,
with the exception of the Lone Wolf, are followers.
The Challenger supplies his customer with new knowledge
and/or insight and he does not shy away from confrontation.
The Challenger is not afraid to challenge others.
Customer Challenge : Two Key Components
Customer Challenge Approach
Key Drivers to motivating your sales force :
Letting people do the job theywere hired to do.
Helping people be successful.
Success Confidence
