Have you ever noticed how negatives seem to jump out at you and smack you in the forehead, and the positives can go unnoticed or taken for granted?

Your sales reps hear the negatives every day, “No one listens to radio anymore”, No one listens to your stations”, “Your prices are too high”, “I’m cutting my budget”, “I tried radio once and it didn’t work”. They get beat up every day on the streets.

Part of a Sales Manager’s job is to motivate the troops. At your next sales meeting, open a discussion about what it is that they like about their career. (Use the word “career”, not “job”.)

You’ll get an amazing array of answers like, “helping businesses succeed”, “the creative aspect”, “it’s different every day”, “working with a variety of different people and businesses”, “not having to sit behind a desk every day”.

This exercise will achieve three different objectives for you:

1)  It will remind them about the positives of their daily lives.

2)  Some of their peers will present positives others never thought of.

3)  You’ll gain valuable information into each individual’s motivation to help you in your coaching sessions.

Note: You may have to prime the well and start the conversation by sharing why you enjoy your career and/or company.