Motivating the Troops – Part II

Last month I wrote about managing a sales team in challenging times. The current economic environment may prove especially challenging to ‘younger’ sales managers —those who may be in the early years of their careers, and who, as a consequence, may be up against these unique challenges for the first time. Here are several thoughts for such managers to keep in mind.

1. Although the unprecedented scope and frequency of media coverage have painted a grim portrait of the current economic forecast, economic swings and cycles are, in reality, very common. Remember that the economy will swing in a positive direction because it always does. Your job is to keep positive and keep yourself and the sales team focused.
2. Find a mentor that you can trust. Having someone to speak with, confide in and lean on is important to all of us. The managers who have gone through these cycles are a tremendous resource to you. If Tiger Woods has a ‘coach,’ why shouldn’t you?
3. Celebrate the smallest successes! If your sales team wins a contract, celebrate. If a salesperson schednules a face-to-face appointment celebrate! If a salesperson makes a presentation celebrate! Sales is a game of momentum, so stay positive and keep motivated.
4. Remember, there is no substitute or shortcut for getting experience. It is something that we all need to gain first hand, through the process of trial and evaluation. The next time the economy hits a slump — and there will be a next time — you will be better prepared to face it and be a mentor for the next generation of ‘young managers.’

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