A pressing issue that has not been discussed too much is incentive plans for the sales team. Are targets too high? Are incentives too low? How to find the balance? How to stay motivated in sales? Tom Abbott speaks with Soon Heng Lim on Resource Centre, BFM 89.9 The Business Station in Malaysia about how to effectively motivate sales teams.

In this interview:
01:30 What sales leaders are saying
02:00 Are we hiring the wrong people?
02:30 Why sales training isn’t always the answer
06:05 What de-motivates sales teams
08:15 Is the metaphor of carrots and sticks working?
11:11 What truly incentivises people?
12:12 What do you want your team to sell?
13:10 The #1 thing your team needs from you
14:20 How to incentivise your team
15:25 Not all 100K sales are created equal
16:20 Is there something wrong with low-hanging fruit?
18:18 The motivation behind the 5 Cs
19:10 Incentives gone wrong and what’s better
Listen to the interview here >> http://bit.ly/BFM_incentives

About Tom Abbott

Tom Abbott is the author of 'The SOHO Solution' and 'Social Selling' and the creator of the online sales training platform SOCO Academy. Sales leaders engage Tom for his proven solutions to building high performance sales teams that exceed targets and for motivational keynotes that energise their audiences.

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