HTSS44 - How to unmotivate salespeople and lose deals - Scott Sylvan Bell

How to unmotivate salespeople

Your actions as a business owner or a manager can unmotivate the salespeople who work under you. There are times where these mistakes are made on accident and times where they could be helped. Salespeople who are not motivated tend to lose deals and sell at lower prices.

The management problem

When a salesperson has a bad manager it makes it tough to close deals for a motivational stand point. There are managers that salespeople will not have respect for since they really are not good at sales. When you find bad management to run a sales team there is sure to be problems.  

How salespeople are paid

The way salespeople are paid can get salespeople into the role of closing deals. When salespeople feel that they are not going to make what is owed to them they are not thinking about closing deals. If the mind of the salesperson wanders in the sales presentation there are chances there will be problems with the sale. If salespeople do not make what the rest of the industry makes it will be tough to attract top performers.

If the compensation plans are played with salespeople lose faith in a company and what will be done for them. When money is removed from checks or out of the commissions it causes problems as well. Everything a salesperson needs to think through besides the sale in a sales call causes long term problems for a company.

Painful actions in sales

Its tough enough to close deals, it is even tougher when ownership or management knit picks what they do.  There is a certain level of mental toughness that selling takes. There is also problems when salespeople have the office talk trash on them behind their backs.

The sales team

When ownership or sales managers do not side with salespeople when it needs to be done there is faith lost in protection. Some owners and managers will take the side of a buyer to not have to deal with them. It is important to protect those on a sales team.

Scott Sylvan Bell

@scottsbell

#sales #closer #success #podcast #howtosellshow #Sacramento

This episode was recorded in Sacramento California