Help sales managers activate and sustain team motivation by aligning comp plans, personal drivers, and business targets. Managers will learn how to connect individual motivations to meaningful outcomes, clarify comp mechanics, and reinforce momentum beyond quota cycles.
Overview
Syllabus
- Unit 1: Presenting New Sales Targets
- Crafting a SCARF-Aligned Sales Target Announcement
- Responding to Team Member Concerns About New Targets
- Navigating Resistance with SCARF
- Unit 2: Connect Desired Behavior to Compensation Initiatives
- Motivation Mapping for Sales Impact
- Connecting Individual Motivation to Team Goals
- Reenforcing Motivation Through Feedback
- Unit 3: Partner with Account Executives for Personalized Support
- Translating Goals Into Sales Wins
- Drafting Plans for Long-Term Sales Success
- Recalibrating the Pipeline: Weighing Risk and Reward
- Unit 4: Address Concerns About Challenging Goals
- Validating Team Challenges
- Breaking Tough Goals Into Small Steps
- Coaching Through Target Anxiety
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