Sales Management - How Good Are Your Motivation Skills?

Our fellow human beings are the most delicate, fascinating, unpredictable factors we encounter in business.

They are also the most important means and anything you can do to improve your management skills is a giant step towards success.

Treat them like peopleHarness their desiresTeach them howCriticise constructively

Pat them on the back

The person who is immune to the power of a sincere compliment has yet to be born, but make sure it is true and well placed. There is something praiseworthy about everybody; it is limited only by your knowledge of the person and your power of observation.

Examples
Anything they do well - tell themWhenever possible - tell them in public

Why? - did you ever get a compliment in front of your peers, and didn't you feel extra special when you did? That is the power of public praise.

Have you ever been pointed out or been introduced as - meet one of our best people and do you remember how good you felt. Everybody gets a" boost" out of being brought to the attention of others that is human nature and every person is human.

Remember to make a person feel important.

Pat them on the back and show respect for their knowledge and skills.

Everybody is ignorant only on different subjects, in fact every person you supervise knows in various cases more about specific things than you do.

By asking their opinion in matters on which they are an authority, you can cash in on their know how. It's an opportunity to show your respect for their knowledge and expertise, and you will give them the excellent feeling of having thought the boss.There is another advantage, that you are not above listening to your people but you are for idea swapping and that will encourage the kind of teamwork that gets things done.
Another way to show respect for a person's knowledge is to repeat one of their previous remarks, there is no greater tribute to a person's intelligence than when you repeat to them word for word what they had said.

So the third way to make a person feel important is to show respect for their knowledge.

Technique

Think of one of the people under your supervision, probably the least productive, now write you answer's.

Name__________________________________________________________________

What specific skill or achievement of theirs can I sincerely compliment?

In front of whom would they most appreciate being praised?

On what are they an authority?

What have they said recently that I can repeat to them?

Remember it is not enough to know the answers; you must use them at the first opportunity, because a knack for making people feel important is vital for the development of your managerial ability.

As important as it is to make a person feel like a human it is more important to know in what specific ways they are an individual.

Whatever their strong points are, it is your duty as a manager to identify it, encourage it and nourish it. It is equally your duty to know their undesirable traits in order to handle them better.

Why is everybody unique or different?

Each one of us is a product of altogether different forces, different upbringing and different experiences.

We are what we are because of two major influences.

Hereditary (The quality we are born with)Environment (The things that have happened to us in the process of growing up)

No two people have the same traits or the same experience in life, so the results over 3 billion individuals. Therefore you will never understand another person completely but you can do the next best thing - get acquainted. If you want to treat people as individuals then you will have to get to know them and that means you have to search and identify the broad outlines of their personalities by looking for typifying characteristics.

What are their traits?What makes them different from others?What are their basic attitudes?What are their special sensitivities?What are their needs and feelings?

These are the questions you must ask yourself in order to understand any human being.

Three ways to get the answers

Talk to them- nobody can tell you more about them than themselves

Talk in a chit chat level when guards are down and the real person comes out. Be alert for tips to the person's goals in life, their current problems, how they feel about their job their fellow workers and their family and listen carefully.

Be observant- study their actions, their behaviours and how they handle themselves.

Search for what is unique about the way they tackle a problem, react to criticism and follow through on an assignment.

Let them know you- mutual trust based on mature knowledge.

Be yourself in front of the staff.

Once you know something about what makes people tick you are ready for the second principle.

Second principle will follow next week - Harness their desires

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