These strategies are more effective than blame:
1. Make sure salespeople are well-versed in what they sell. Sounds simple, but it’s not. They should know each customer’s needs and understand how your products meet them. The most effective training: Simulations of actual interactions with customers.
2. Motivate with specific expectations. Let salespeople know the goals they are expected to reach and provide increased support and guidance—not blame—when results fall short.
3. Maximize the amount of time they can spend selling. If they must waste time filing reports, you’re undermining their ability to generate profits.