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Which motivational strategies shall a CEO apply to improve the productivity of his/her sales force?

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Which motivational strategies shall a CEO apply to improve the productivity of his/her sales force?

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Pay your top salespeople well. Give them lots of freedom. Create a “high performance culture.” This means that you recruit only the best. When salespeople join your company, you tell them, “Only the top performers will stay. After a year, you must prove that you should stay – we don’t prove that you should go.” And get rid of poor performers quickly. Research shows that the number one reason why a salesperson doesn’t improve is that there is another person in the same team who is doing worse. Money is an important motivator but it is not everything. Money attracts and keeps high performers. It encourages people to sell harder. But paying people more doesn’t make them more smart. What does it take to create a strong sales force — the “dream team”? A great sales team starts with a manager who is a great coach. Next, the salespeople must have shared values. For example, they must care about their customers. They must be truthful and they must understand their products. Salespeople are ver

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