Motivational Techniques for Sale Managers
Introduction
During this interactive and highly participative workshop, sales Manages
will learn about motivation. Many motivational theories, not only don’t
work, they help to produce losers. Techniques in this programme deal with
successful motivational strategies and tactical techniques that produce
results-winners.
Programme Content
Understanding what is motivation - the concept that is different things
to different people
Examining the difference between organisational motivation
techniques and those which are specific to the individual
Individual Motivators. During this section participants will examine
motivational techniques that directly impact the individual eg. Elton
Mayo's Hawthorne effect, Maslows order of needs. Participants will
then be able to complete the Saville & Holdsworth Motivation
Questionnaire to establish their own individual motivators.
Understanding personality types and recognising the way individuals
prefer to do things, using the PAT system(USA)
Organisational Motivators, what motivational theory works? Is it
Hertsberg, Vroom, Vroom and Yettern, Locke, McClelland, or
Hackman and Oldham?
Turning people into high performers, getting the motivational mix
right- examining the correct management style.
Individual action plans