Business and marketing tips to building a successful online business

External motivation

Increase of internal motivation of sellers considerably increases sales. But such motivation without external support goes after a while on recession. Therefore it is very important that in the company the system of external motivation also has been well organised. And what well organised system of external motivation means? And how it differs from badly organised?

For this purpose let’s understand at first: what is the motivation as a way of influence on behaviour of the person. Motivation as a way of influence on the person. Result of this motivation always is certain action from outside motivated.

The one who motivates puts clear for motivated aim. Gives understanding of that, WHAT FOR the one whom motivate needs to achieve the object. And further supervises degree of achievement of this purpose, supporting the actions approaching to this purpose and negatively supporting (punishment) the actions deleting from the purpose.

Why the motivation can not work:

1. The purpose is not clear for that person with whom we motivate
2. To it not clearly WHAT FOR to reach it
3. We do not have tools for its achievement
4. Our actions towards purpose achievement in any way are not supported, we donot understand whether our actions are correct and start to behave proceeding from the personal representations.
Having transferred it on system of motivation of sellers, it is well visible what basic errors happen.
Errors in system of motivation of sellers.

The purpose is not clear. It arises often in situations when managers receive only percent from sales volumes. It, as a matter of fact, let know: «sell how much you want, only how much you will sell, so much and you will receive». And it is final, there are purposeful sellers, at which «in blood» infinite escalating of turns. The majority put the purpose corresponding to their claims, or starts «to play a lottery». In the first case is a seller whom, having sold «to himself for the salary», namely to income level which it seems to it already “good”, relaxes. In the second case sellers start to aspire to “big roll”. Т.е start to work only with those companies and clients which can bring at once many money. But as such companies for attraction demand too much time. Moreover if sellers are not so that also are able to involve such companies they and arrive in «miracle expectation» - the large transaction.

In this plan of more clear for the seller the purpose is the plan of sales, i.e. definition of monthly, quarter, annual volume (depending on specificity of sales) which seller should execute.

Not clearly WHAT FOR aim to reach

The such error is present at systems of motivation of sellers where the plan of sales is established, but there are no bonuses for its performance. And also where compensation for result does not correspond to efforts of the seller, necessary for achievement of this result. For example, if the seller is engaged in active sales and for search and attraction of one client the minimum is necessary month to him. For example, it is connected by that process of decision-making by the client about the cooperation beginning on such sales is very long.

Today it is quite simple to find a good business 2 business connection - this is where a professional appointment setting can help you a lot.

And a final piece of advice - today the Internet technologies give you a truly unique chance to choose exactly what you want for the best price on the market. For example, search for appointment setting companies. You will be amazed how fast you can receive range of products and prices for them. Strange, but most of the people don’t use this chance. In real practice it means that you should use all the tools of today to get the info that you need.

Search Google or other search engines. Visit social networks and have a look on the accounts that are relevant to your topic. Go to the niche forums and participate in the discussion. All this will help you to build up a true vision of this market. Thus, giving you a real opportunity to make a smart and nicely balanced decision.

P.S. And also sign up to the RSS feed on this blog, because we will everything possible to keep this blog tuned up to the day with new publications about appointment setting industry.

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