Sales Professional be at a front-line, mid management and sometimes at senior management look for the answers of the questions, they need know to close the deal or answers to the questions with them they can help their teams to close deals promptly.

I will be filling the 7 mind boxes given in the above image one by one to answer the most look after sales questions, starting with "What is Sales Motivation for Front-line and Mid Management Sales team?" the answer is applicable to both Inside and Field Sales team and applicable to both individual contributors and team managers.

Sales Motivation= Calling Strategies + Answers to all Sales Objections + Sales Strategies = Removal of Fear of Calling and Removal of Call Reluctance = Sales Motivation.

• Step-1: Prepare calling strategies across the levels (gatekeeper, tech teams, economic teams, stakeholders, CXOs)
• Step-2: Anticipate and prepare the answers of common objections across the levels before making the call as it may be your lucky day to connect with CXOs or decision maker, so you must sound prepared.
• Step-3: Prepare a framework by adding a call to action, to move the call to next level with fresh sales strategies (Next level may be a con call with customer's team or a meeting with stakeholders or a demo or a presentation etc.)

These 3 steps will help you to remove the fear of calling and kill your call reluctance syndrome and keep you motivated for more calls and appointments. With this motivation the calling decay rate will reduce substantially and increase your funnel size in good proportionate.

Keep following for more updates.

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About Kapil: Kapil is founder of SalesMOJO.in and mojonomic.com and passionate about inside sales training.

Connect with him on LinkedIn:   https://www.linkedin.com/in/thukralkapil

You can also view the article in LinkedIn Pulse (Click here)

1)   Today customer does not want Jargon laden conversations; they buy from a person who uses the language which they can understand, so the Human Touch Restoration Skills is too much essential in today’s selling world. So do not sound scripted or Robotic.

2)   This is the era of storytelling, posting and publishing the relevant and genuine information and contents.   You are what you publish. Successful salespersons share blogs, worksheets, eBooks and videos. Although it may sound counter-intuitive, “You sell more when you Stop Selling”. Do not push products. Teach people something. Share your expertise. Keep Posting.

3)   Big Data is a scientific approach for better sales today. People call it Big Data and I refer it as WorldWideWeb (www.) because of the infinite amount of information available on the web, today buyers have more information than a seller and hence have an upper hand in the negotiation. Resources are just a click away nowadays.

Smart organizations customize the buying experience, as they focus on the “Click Sales Signals”

“When a buyer clicks on a link on your website, it’s a Click Sales Signal”

“When a buyer tweets with your site’s keywords, it’s a Click Sales Signal”

When a buyer is on your site right now, it’s a Real-time Sales Signal”

4)   Your Salespeople should assume that they are the LAST place a buyer goes, not the first, they must assume that very little of their knowledge is proprietary, so they need to facilitate the sale rather than controlling the information.

Thanks for reading so far, now it’s your turn to add on theNew Selling rule

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About Kapil: Kapil is the Founder of salesMOJO.in , an organization working towards the sales skills optimization of inside and field sales professional with the latest sales contents and practices.