In the lead up to the launch of The Sales Leadership Academy, I have the luxury of interviewing experts in the field of motivation, most specifically, “sales team motivation.”
As in, “What role does the leader play in the inspiration and motivation of their teams?”
It’s really easy to say (and I’ve said it, too), “Well, it’s not up to anyone to motivate the producer. They have to come to the table with their own motivation.”
That may be true. But does that mean you play no role at all in that? Of course not.
Dr. Folkman’s Take on Inspiring from a Leadership Position:
I had the privilege of speaking with an author, Dr. Joe Folkman. He’s written several books, most notably, The Inspiring Leader. In it, he reveals multiple studies of leaders and what makes them inspirational.
I sat down with Joe this week and I thought you’d be interested in a specific audio clip from that interview. In this clip, he addresses the idea of “commitment” and how you, yes YOU, have a role in creating commitment on your team.
If you’re interested in learning more about The Sales Leadership Academy…and how it can help you create this type of inspiration in your team, go here. A little knowledge here could make a huge revenue difference in your team. It might be worth looking at.
It seems like most of our show topics are devoted to prospecting and selling, however there is an important part to account and relationship management, and that is how to deliver transitional news to your client.
