CreatiNg and maintaining a well motivated sales force is a challenging task. Confidence and motivation of salespeople are being constantly worn down by the inevitable rejections they suffer from buyers as part of everyday activities. In some fields, like life insurance, rejections may greatly outnumber successes; thus motivation might be a major problem.
Effective motivation requires a deep understanding of sales people as individuals, their personalities and value systems. In a sense, sales managers do not motivate salespeople; what they do is provide the circumstances that will encourage sales people to motivate themselves.
It has been established that there are at least eight factors that motivate salespeople. These include regular accompaniment in the field by the sales manager, participation in setting sales targets, and a sales force meeting other similar motivation techniques.
Training on the other hand also helps motivate sales people. They learn how to distinguish between similar products and services; how to put together groups of products to form a business solution, and how to master the art of consultative selling.
It is not possible to have a productive sales force unless the team is motivated and well trained. This is why organisations large and small are investing heavily in motivating and training their teams.
Future Focus is one of the market leaders in providing sales and marketing training in Malta. In addition to in-house programmes and certificate courses, Future Focus offers an International Diploma in Sales Management and Marketing.
Four students of Future Focus Ltd in Attard - local affiliate for Cambridge International College - who recently followed a diploma course in sales management and marketing, passed with Distinction. These are Kathleen Attard, Charlene Camilleri, Roberta Farrugia and Nichola Camilleri.
Diplomas issued by the CIC not only enable students to further their education by honours graduate diploma programmes but they can also obtain a Bachelors and Masters qualification with a specialisation in sales and marketing. The CIC diploma courses are a great step in their career path.
Future Focus offers training in other areas, like hotel management, business management, office management, insurance, communications, professional English and child caring.
The company has also been recently appointed local representative for Napier University of Scotland.
Further details are available from Future Focus at 8, Magazines Street, Floriana. You can also phone 2122-5884 or 2122-1371 or e-mail info@futurefocus.com.mt