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- How would you motivate your junior salespeople to hit their quotas? After explaining your motivational methods, explain why you think they would be successful.
As a leader, making sure my salespeople are fully equipped is my first step. With a new product, regardless of the new price, I want to make sure they are able to sell it. In order to sell, they need to know the fine print, the benefits, the customer’s needs, what our product does to fulfill those needs.
As a motivational tool, I would provide sales incentives. Quota is just the minimum requirement, but incentives would involve sales beyond the given quota. In addition to that tool, I would also do all that I can to come alongside them in their sales. When the opportunity is available, I would accompany my salesman to make a joint sale. This process may not be indefinite, as they will become more comfortable with the new product in time; however, this process could also work in combining their efforts and strengths for certain leads.
I believe these methods would be effective and successful because I have applied them in my own sales experience as a representative for Melaleuca, a health and wellness consumable goods company driven off monthly sales. In this structure, managers and their salespeople are rewarded for sales (like most corporate structures), creating a strong, cooperative push for success. On many sales calls, having the experience of my manager in addition to my sales knowledge and preparation on the product, the tentative clients seemed more informed and satisfied with our multiple perspectives and personal knowledge of the company and products. Another benefit to my experience as a sales representative includes the fact that I am a customer to Melaleuca and experience their products daily. With a product such as a healthcare product that may not be as usable for my salespeople, I would arrange time for them to test out the product or observe it at work: at least a week of training and hands on experience with the product in order for them to bring a personal element to the sale.