{"id":11180,"date":"2015-12-01T20:01:20","date_gmt":"2015-12-01T20:01:20","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/sales-managers-clock-ticking-hitting-sales-goals\/"},"modified":"2022-11-09T16:42:06","modified_gmt":"2022-11-09T16:42:06","slug":"sales-managers-clock-ticking-hitting-sales-goals","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/sales-managers-clock-ticking-hitting-sales-goals\/","title":{"rendered":"Sales Managers &#8211; The Clock is Ticking on Hitting Sales Goals"},"content":{"rendered":"\r\n<p>Are your salespeople on track for hitting their sales goals?\u00a0<\/p>\r\n\r\n\r\n\r\n<p>If they are: Congratulations\u2026to you and to them.<\/p>\r\n\r\n\r\n\r\n<p>If they are not: What are you going to do about it?\u00a0 The clock is ticking.<\/p>\r\n\r\n\r\n\r\n<p>How are you going to motivate your salespeople (or at least those whose numbers aren\u2019t up to par) to pick up the pace\u2026to knuckle down and do what needs to be done before time runs out?\u00a0<\/p>\r\n\r\n\r\n\r\n<p>Do you even know what it takes to motivate them?<\/p>\r\n\r\n\r\n\r\n<p>Have you taken the time to discover just what it is that motivates each of your sales team members?\u00a0 Is it money, status, awards?\u00a0 Perhaps, it\u2019s meeting a new challenge or reaching a goal before anyone else.<\/p>\r\n\r\n\r\n\r\n<p>While there are many things that motivate salespeople to perform, the various motivational elements can be grouped into three broad categories:<\/p>\r\n\r\n\r\n\r\n<ul class=\"wp-block-list\">\r\n<li>Relationship<\/li>\r\n<li>Status<\/li>\r\n<li>Achievement\u00a0<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<p>Individuals who are relationship motivated have a need for friendly relationships and are motivated by interaction with other people.\u00a0 They have a need to be liked and held in popular regard.\u00a0<\/p>\r\n\r\n\r\n\r\n<p>Individuals who are status motivated have a need to be effective, influential, and to make an impact.\u00a0 They thrive on recognition.<\/p>\r\n\r\n\r\n\r\n<p>Individuals who are achievement motivated have a need for a sense of accomplishment.\u00a0 They seek the attainment of realistic yet challenging goals.\u00a0 They have a strong need for feedback as to achievement and progress.\u00a0<\/p>\r\n\r\n\r\n\r\n<p>Can you match each of your sales team members to one of these descriptions?\u00a0 Are you providing them with opportunities congruent with their motivational needs?\u00a0 When you understand what motivates them, you can work to channel their energies in directions that support their needs (and department goals).<\/p>\r\n\r\n\r\n\r\n<figure class=\"wp-block-image\">\r\n<figure id=\"attachment_11005\" aria-describedby=\"caption-attachment-11005\" style=\"width: 651px\" class=\"wp-caption alignnone\"><img decoding=\"async\" class=\"wp-image-11005 lazyload\" data-src=\"https:\/\/www.sandler.com\/wp-content\/uploads\/2022\/10\/How-to-Manage-the-Goal-Setting-Process-within-a-Team.jpeg\" alt=\"Sales team having a discussion\" width=\"651\" height=\"434\" data-srcset=\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/How-to-Manage-the-Goal-Setting-Process-within-a-Team.jpeg 697w, https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/How-to-Manage-the-Goal-Setting-Process-within-a-Team-300x200.jpeg 300w\" data-sizes=\"(max-width: 651px) 100vw, 651px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 651px; --smush-placeholder-aspect-ratio: 651\/434;\" \/><figcaption id=\"caption-attachment-11005\" class=\"wp-caption-text\">A sales team having a discussion in a conference room.<\/figcaption><\/figure>\r\n<\/figure>\r\n\r\n\r\n\r\n<p>Here are some suggestions:<\/p>\r\n\r\n\r\n\r\n<ul class=\"wp-block-list\">\r\n<li>Relationship motivated salespeople are typically good team players.\u00a0 When you assign tasks or projects to them, allow them to work with a partner or other team members.\u00a0 Involve them in committees and focus groups.<\/li>\r\n<li>Status motivated salespeople typically have a strong need to lead and get their ideas across.\u00a0 Increasing their personal status and prestige is important.\u00a0 They are good project team leaders.\u00a0 Provide them with opportunities to organize, direct, and report on projects.<\/li>\r\n<li>Achievement motivated salespeople constantly seek improvement and ways to do things better.\u00a0 Solicit their input and ideas regarding ways to improve department performance.\u00a0 Use them as sounding boards when appropriate.<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<p>Since we\u2019ve been exploring things that motivate salespeople, it\u2019s only fitting to also explore things that de-motivate them.\u00a0 And, the first place to look is in the mirror.\u00a0<\/p>\r\n\r\n\r\n\r\n<p>Do you give your salespeople a verbal pat on the back for their accomplishments\u2014major or minor?\u00a0 Or, do they only hear from you when things don\u2019t go as planned?\u00a0<\/p>\r\n\r\n\r\n\r\n<p>Do you give them the latitude to analyze situations and make decisions?\u00a0 Or, are you looking over their shoulders at their every turn?\u00a0<\/p>\r\n\r\n\r\n\r\n<p>Do you take the time to build supportive relationships with your salespeople; to listen to them and provide coaching and guidance when needed?\u00a0 Or, are you too busy with your supervisory responsibilities?\u00a0<\/p>\r\n\r\n\r\n\r\n<p>Do you provide your salespeople with the tools\u2014training, technology, and information\u2014to grow personally and professionally?\u00a0<\/p>\r\n\r\n\r\n\r\n<p>And finally, what influence does your attitude have on your salespeople\u2019s motivation?\u00a0 Does it bolster or weaken it?\u00a0 Are you normally positive and upbeat, or is your normal demeanor more negative and pessimistic?\u00a0\u00a0 Perhaps it\u2019s time to take an introspective look at your own behavior.\u00a0 If you feel your sales team isn\u2019t motivated, you might be the reason.\u00a0 Don\u2019t discount your influence.\u00a0<\/p>\r\n\r\n\r\n\r\n<p>The more you know about what motivates your team members, the better equipped you will be to augment their motivational needs, and the easier it will be to get them to align their goals and actions with department goals before the clock runs out.<\/p>\r\n","protected":false},"excerpt":{"rendered":"<p>Are your salespeople on track for hitting their sales goals?\u00a0 If they are: Congratulations\u2026to you and to them. If they are not: What are you going to do about it?\u00a0 The clock is ticking. How are you going to motivate your salespeople (or at least those whose numbers aren\u2019t up to par) to pick up&#8230;<\/p>\n","protected":false},"author":167,"featured_media":11181,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1033,1035],"class_list":["post-11180","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-leadership","tag-management"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales Managers - The Clock is Ticking on Hitting Sales Goals | Sandler Training<\/title>\n<meta name=\"description\" content=\"Are your salespeople on track for hitting their sales goals? If they are: Congratulations\u2026to you and to them. If they are not: What are you going to do about it? The clock is ticking. How are you going to motivate your salespeople (or at least those whose numbers aren\u2019t up to par) to pick up the pace\u2026to knuckle down and do what needs to be done before time runs out?\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/blog\/sales-managers-clock-ticking-hitting-sales-goals\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Managers - The Clock is Ticking on Hitting Sales Goals | Sandler Training\" \/>\n<meta property=\"og:description\" content=\"Are your salespeople on track for hitting their sales goals? If they are: Congratulations\u2026to you and to them. 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