如何激励自身的团队呢？这是一个管理者都非常烦恼的问题。本期我们为您摘录哈佛商业评论的一篇文章。三个方式激励销售团队。
Instead of just dialing up the pressure on sales to hit the numbers, leaders can maximize performance by engaging with sellers in these three areas:
Focus on creating an exceptional sales experience. The sales experience is a vital differentiator when customers evaluate their options. Research indicates that the sales experience influences approximately 25% of the decision criteria in B2B selling. The sales experience includes creating value for customers by helping them to see issues or problems they hadn’t considered, opportunities they weren’t aware of, and solutions they haven’t anticipated. This requires sales professionals to apply research, strategic thinking, and acumen to the customer’s circumstances so they can create value in the experience, beyond the product or service they are selling. These nuanced elements of the sales cycle suffer when the focus is on closing a deal within a specified period of time (month, quarter, or year-end).
词汇：
acumen: 精明
nuanced elements：nuanced,有细微差别的
Focus on the sales process (not the outcome).The sales process is a road map to creating the kind of sales experience that customers value and that differentiates you from the competition. If you want to create a process that will help your sellers sell, match it to how buyers buy. In each phase of the sales process, there are a few key actions that influence whether or not an opportunity will progress to the next stage. Work with the sales team to understand where they need leadership help. This may include discussing creative approaches to gain access to key decision-makers, planning sales call strategies around critical issues and investing in SMEs to support the sales process and demonstrate capabilities.
词汇：
differentiates you from the competition：令你从竞争中脱颖而出
progress to the next stage: 进入到下一个阶段
gain access to: 接触到
Focus on coaching to improve performance.Consultative selling of sophisticated solutions requires expertise that is never fully developed in training programs. It requires skill development from practice in real situations,which comes from coaching. When leaders focus on building sales talent, they are investing in a competitive advantage for the business. Leaders can provide good models of what to do, followed by practice, clear feedback on specific skill improvements, and follow-up to incorporate feedback into performance —not just once, but over and over again as a skill set is honed to proficiency and then mastered.
词汇：
expertise：专长
incorporate feedback into performance：将反馈融入表现中
is honed to：磨炼到
As a leader, you have the greatest influence on the stress levels of your team. Pressure may create diamonds out of coal, but you are working with people. Getting results is the primary objective, but incessantly pushing for sales to hit a number can have diminishing returns. The downstream effects may also be hazardous to the overall health of your business. Focus your efforts on actually making people better at their jobs, building capability for improved performance, and the numbers will follow.
词汇：
Push for: 奋力争取
downstream effects：下游效应
好了，本期提出的三个技巧，创造杰出的销售经历，将注意力集中在销售过程而非结果，提供专业的销售培训，对你有否启发呢？我们下期再见。
