Nothing motivates an employee than success at work. Achievement orientation fosters healthy competition and competition in turns fosters innovation as well. However, the root of all this is the hard core functional expertise. To improve the morale, you need to upgrade their functional skills. To upgrade functional skills you need to train them. However, training should not be for the sake of training but you need to first make a well designed sales process. Your sales persons should be trained on implementation of the standard sales process. The benefit of having your own process is that sales persons may come and go and process will remain with you and day by day or month by month or year by year it will get enriched further. The second benefit of having standard sales process is that salesperson will be able to record their observation of every sales call in very organised manner. These are your company's hardcore knowledge assets and nobody can take them anywhere.
If you wish then you may avail of my services on training-cum-consulting on designing the sales process. My sales training is based on SPIN selling – a selling process prepared by Huthwaite Inc. This process is exclusively prepared for B2B sales. This process based selling is proven one and designed after monitoring 30,000 sales call around the world. Traditional method relies on "objection handling". However, SPIN selling depends on "objection prevention".
Please talk to the authorities concerned at your company and confirm whether they are interested to bring the positive change amongst the salespersons.
Dinesh V Divekar
Bangalore - 560092
30th October 2014 From India, Bangalore