Results-Focused Leadership
The New Art of Motivating Sales People
What does it take to motivate the sales team? Is motivation the responsibility of management, or is it the responsibility of the sales person? What are the leadership skills that get people to perform to their potential? These are questions that your attendees struggle with on a daily basis – and Landy Chase has the answers! Drawing on his work with thousands of sales people over the past twenty years, Landy will show your group:
- Motivation: whose job is it, anyway?
- Finding your sales person’s “hot button”
- The role of income in sales motivation
- Motivation and goal setting: how to use motivation as a performance tool
- How to deal professionally and promptly with motivation problems
Order-Takers or Business Partners?
The New Success Secrets of World-Class Sales Teams
Selling, in the traditional sense, is an extinct job occupation. Today’s top performers don’t “sell”- they are business managers who succeed through a combination of industry expertise, leadership, marketing skills, and personal credibility.
Drawing on his experience in working with thousands of sales people across the United States, Landy Chase will define, in clear terms, what it takes today to build a world-class sales organization. This keynote presentation will challenge your audience to approach the sales function from the perspective of delivering value to the customer - and delivers a message that will have a profound impact on your attendees. Points covered include:
- How today’s customer defines the high-value sales professional
- It’s not what they’re doing, it’s who they’re doing it with
- Why marketing – not selling – is the key to acquiring new customers
- Self evaluation: how does your team measure up?
- Steps to building a world-class sales force