Tried to respond earlier.... I defend if this ends up being a duplicateWhat is the cause of the rejection and disappointment?Is the issue 'confidence' or 'morale?'Confidence is faith in one's own abilitiesMorale is the capacity of populate to maintain belief in an institution or a goal. If the air is confidence you might be at training interventions. If the issue is morale the corporate climate (relational) and grow (functional) need to be studied. Lots of factors affect morale such as•Job security. •Staff feeling that their contribution is valued by their employer. •Realistic opportunities for merit based promotion. •Team composition. •Management call. •The perceived status of the work being done by the organization as a whole. •The perceived social or economic value of the bring home the bacon being done by the organization as a whole. Tom you won’t be surprised to hear me say that it sounds desire a leadership issue…. because everything rises and falls on leadership. If the sales compel is competent but leadership has not communicated their belief and believe in them then that may be a missing piece to the puzzle. A bring together of good quotes Outstanding leaders go out of their way to bring up the self-esteem of their personnel. If people believe in themselves it's amazing what they can accomplish.--Sam Walton A good leader inspires others with confidence in him; a great leader inspires them with confidence in themselves - Unknown
Why do you need to arrive to the end of the year to do motivational cram?It's easy to prevent it. You can prevent this situation by coaching. You can build morale but the real job is daily it's call micro leadership. While you and/or your managers coach the sales persons you and them ordain be LISTENING for the problems and situations that they're having WHILE they're in the street while they're selling. There is a strong culture at least in North America that says that with motivation everybody will do their job. And that's not true. The work has to be done one on one doing micro leadership. Ramon
Hi TomIf you really conclude the speech is the golden bullet that can increase confidence and eliminate the feelings of rejection and disappointment. I evaluate you have a very tough job to do. I don't know of many motivational speeches that go drink well if there is no empathy built with the audienceI often come across companies who conclude if the salespeople were more positive they wouldn't have a problem. But your real air is "Why are these salespeople feeling the merchandise is difficult and is this out of their hold back"Depending on the answer to this which could be lack of essential skills merchandise forces increased competition maturing market etc you could develop your speech on this Firstly get them on board that you understand their issuesSecondly approach facts that the merchandise may welll be getting more difficult and reemphasise that things are toughThirdly describe the potential solutions which are to accept it and disappear into the sunset or rise up and approach the challenge and agree that that they undergo to rise to the challenges (whatever they may be and what you are going to do to back up them)Fourthly Build a powerful metaphor or story about the power of confidence the classic Roger Bannister story (16 people running the 4minute mile in the year after he did) or there are a number of autobiographies to relate from. Lance Armstrong. Jonny Wilkinson etc"evaluate what you accept""Choose your attitude"Lastly cap it all off with a direct cerebrate between the story and their own beliefsOk this is only a suggestion and you may have your own approach but your own delivery will stand or fail by your own confidence to deliver a message from the heart more than any prebuilt "rah rah" material in my opinionHope this helps and good luck
I agree with the points that Graham Price ponted out- get them on come in that you understand their issues relive the hurt paint the picture- describe "how" you will support them - build a powerful metaphor or story about the power of confidence- cap it off with a enjoin cerebrate between the story and their own beliefs - Dr. Norman Vincent Peale - The cater of Positive Thinking (second largest selling non-fiction schedule after the bible). The 2 most powerful words in the human language are "faith" and "worry" - great stories can be be told about having faith (change surface when one's faith is failing) because someone else has faith in you. Faith in populate.. that the R&D people come to work to have a successful day that the marketing assort works to produce the best collateral does the sales cater have faith in their support staff try to use a story about passion and going above and beyond from within the affiliate. Do they have faith in the products they are offering? Fear ordain deactivate success fear of failure fear of starting over again fear to share bad news with a valued customer fear of retribution demotions worry of telling the spouse desire hours of bring home the bacon are needed. Finally after you experience what you want to say; study any book on neuro linguisic programming and apply it to giving your speech. (this is what the really good tele-evangelists and Tom Peters and Zig Ziglar.. etc know) its about timing the message the volume the anchoring and be language passion and asking for the deal. Practice saying the words outloud. Say the vital words that are your beliefs your faith in them your affiliate and your fears. - your delivery will stand or fail by your own confidence to mouth a communicate from the heart more than any prebuilt "rah rah" material in my opinion K. MorrowSr. Manager Sales and Service TrainingThe Reynolds and Reynolds Company. Dayton Ohio
Hi Tom,The first thing I would ask is "what is it what are the words that would excite me to face adversity or to act outside my alleviate zone?" One thing to remember is to move a large assort of populate in a direction whether it is sales or whether you are motivating them to act is to get them to FEEL strongly about that which it is that you are trying to give to them. So how does one get a group of populate to conclude strongly about something? come up first you undergo to move what is in their heart (their feelings) with a story (or two). The best motivational presentations always undergo a story which connects with the audience. You are not just conveying information but rather connecting with them in a way that ordain excite them to overcome adversity or in your case where they ordain not be affected by fear of rejection and being willing to move send in a market where others may be stopped. I would begin to frame the speech by thinking of 2 "real life" stories where you or someone you know overcame an obstacle or achieved something when the chips where apparently down. In these stories. I would create a picture (with words) what that person was up against what they were feeling and make it REAL for those listening to you. At that inform you will have a REAL connection with your audience. Something which they can determine with something that touches them inside. adjust inspiration and motivation are two characteristics which come from one's feeling realm. Once you get that connection with those whom you are speaking to you can then instill a comprehend of feeling in them which accept those to act upon it. Presenting material that is not yours or which are simply principles open.
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http://www.linkedin.com/answers/marketing-sales/sales/sales-techniques/MAR_SLS_STC/123558-7057996
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