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	”Creating a Motivating Selling Climate” $145.00 This program teaches the secret of motivation –built by the Doctor of Motivation. – University of Utah’s famous Dr. Frederick Herzber   One of the most common mistakes that Sales Manager make is to spend their budget $$ on rah-rah programs. So-called motivation programs are great for improving the sales force’s mood – at least until they start getting objections again. This program teaches the secret of motivation –built by the Doctor of Motivation. – University of Utah’s famous Dr. Frederick Herzber. “Let’s get pumped!

COURSE DESCRIPTION

This exciting program will once-and-for -all put to bed the burning question:

"How can I motivate Salespeople?"

* Introduction

• Zig Ziglar, Lou Holtz and Anthony Robbins . . . Salivate or Motivate? They’re Hot Topics, but do they Motivate your people?
• 10 Can't Miss Approaches to Motivation . . . that missed "The traditional Human Resources function . . . clueless !”
• The Key Motivation Measure

* Section I. Frederick Herzberg . . .. . . A Motivational Guru!

• A Push/Pull can be positive or negative , but does either work?
• Negative KITA = Movement
• Positive KITA . . . Five Ways to Get Someone to do Something

* Section II. Sales Managers . . .and their Search for Motivation

• Salesperson vs. Management Perspective
• Identifying Non-Performance: Symptoms vs. Problems
• Sales Managers as Problem Solvers
• Call Activity Reports don't work . . . Why?

* Section III. Motivation vs. Dissatisfaction in the Sales Organization

• Need # 1: The Built-in-Drive to avoid Pain from the Environment
• Need # 2: Through Achievement, the Need to experience Growth

Job Motivators > Job Satisfaction
- Achievement - Contribution
- Performance - Responsibility
- Recognition - Growth

Dissatisfaction Factors > Job Environment
- Company Policy - Supervision
- Relations w/Superior - Work Conditions
- Earnings - Peer Relationships
- Personal Life - Security

* Section IV. Management Solutions

• Job Enrichment . . . Not Job Loading
• The Challenge . . . Continuous Improvement
• Management Solutions
• Creating a "Coachable" Atmosphere
• Building for Motivation – Setting their “Hair on Fire”

This program promises ways to get your Recruiters to WANT TO SELL!

* A 120-page manual for the Sales Manager               $145

"Our success is measured by your improved performance."

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