Sales Force Development & Motivation are key to the
Sales Management process. Take your sales force
development to the next level with sales management
strategy and consulting with The Cannon Advantage.

	Robert E. Cannon Management Consultant Call Toll Free (866) 598-8450 aim@cannon advantage.com


	A co-owner of Appreciative Inquiry Consulting, L.L.C. www.aiconsulting.org Member IMC, the Institute of Management Consulting USA. www.imcusa.org

Sales Force Development,
Team Building & Motivation

I have been fortunate to work with hundreds of salespeople. Each one was different and developed a unique selling style. Maximizing their performance was always more a matter of coaching to help them achieve more than they could achieve on their own.

Here are some basic guidelines that I have followed to help motivate sales folks and increase sales:

1. Keep It Simple! Sales people are busy - they make multiple sales calls each day and constantly answer questions from customers and the factory. Make your message stand out from other messages. It must be both clear and concise.

2. Limit Your Messages! Never try to give multiple inputs at one time. Always space new information so it can be absorbed and acted on before providing more input.

3. Create Recognition! Sales advisory councils are excellent ways to recognize outstanding effort and gain terrific input at the same time. Arrange a meeting with a select group of representatives from the sales group to discuss issues that affect them. Publicize the results.

4. Create Competition! Develop an awards program to generate interest. Establish multiple criteria. Announce monthly progress. Create a visible presentation. Establish a trophy and a list of past recipients.

5. Incentivize! The bigger the results you want, the bigger the incentives should be. At one company, we doubled sales in just two years through sales incentives.

However you motivate your sales force, always remember the goal is to better serve the customer.

Let The Cannon Advantage help you take your sales force development to the next level!

While serving as vice president of sales and marketing for Channel lock, Inc., Bob (left) introduced the highly successful Busch Grand National Championship program with Steve Grissom Motorsports.

Victory Lane - Bristol, TN

"I was so impressed with your presentation, presence & command of the whole challenge at our VC meeting in San Francisco. Thanks for the huge travel effort to make it happen."
Lori Northrup, Chairman of Toolsource.com

"Bob is an aggressive, highly sales-oriented manager."
Rich Sahrman, Vice President of Sales for AMF Wheel Goods Division

Take advantage of a free 1-hour telephone consultation: Pick your biggest sales force challenge and call us today at Call Toll Free.

Sales Force Development & Motivation are key to the Sales Management process. Take your sales force development to the next level with sales management strategy and consulting with The Cannon Advantage.

Sales Force Development & Motivation are key to the
Sales Management process. Take your sales force
development to the next level with sales management
strategy and consulting with The Cannon Advantage.