Sales-Motivations Press, public speaking and Events

Whether you are from a newspaper, a magazine, a web-based publication or any kind of broadcasting organisation we can provide you with information, comment, articles or input to help you produce your item on any aspect of Sales Psychology and Sales Motivation.

We have spoken at many conferences and events, been published in various journals and magazines as well as appeared on BBC1 TV.

Please contact us to discuss any requirements that you may have.

 


Bryan McCrae judging at the Professional Sales Awards 2017

Posted on: 22/2/2017

Bryan McCrae judging at the Professional Sales Awards 2017Are you one of life’s winners? If so, you will know success brings with it a wonderful feeling of satisfaction and motivation. BUT it is even more satisfying and enjoyable when it is shared success.

Which is exactly the opportunity you will get at the Professional Sales Awards 2017. The only awards for professional sales organisations and their leaders.

 The PSA’s is presented by Awards International, the specialists in live business awards events, in partnership with the Association of Professional Sales .

 The awards are open to sales organisations and leaders who demonstrate outstanding sales initiatives and achievements.

We are looking for those organisations and professionals who have gone the extra mile, who have been the most innovative and dedicated to achieving business results through the implementation of effective sales processes.

The unique format of the Awards includes live presentations throughout the day to panels of independent Judges followed by a black-tie Awards ceremony in the evening and amazing gala dinner in a top London venue.

 And in the words of Nick Porter, Chairman of APS

“Every business in the UK should consider entering and attending the Professional Sales Awards. In the context of global competition, Brexit and advances in technology it is imperative that the UK invests in sales skills and celebrates the individuals, teams and organisations that demonstrate excellence in sales”. 

 This is your time to shine! To enter now, please click here

If you have any further questions then please contact Fiona Bentley on 07488 713587 or email fiona@awardsinternational.eu?

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Speaking at SPA Event - Overcoming a sales performance slump

Posted on: 5/12/2016

Sales Performance Association, 5th December 2016, Coventry UK

Everyone has ups and downs, it is an inevitable part of life, the human condition and of selling. This can be a real problem in sales, with the drip-feed of continued rejection and set-backs in sales campaigns often gradually eroding motivation and resilience levels. There may well be factors beyond our control that can impact on personal and team sales performance, but it is clear that different sales people respond very differently to the challenges of the role and sometimes individuals and teams can find themselves in a slump that can be difficult to climb out of.

However, it has now been discovered that how our brains operate is not fixed by the time we become an adult, as used to be thought, but that they remain ‘plastic’ throughout our lifetimes. Psychologists have developed tools and techniques that enable us to actively manage our emotions when we face set-backs, which help us to develop a more resilient mind-set and enable us to perform at our best. These techniques have been used to great effect in sports for several years and the very same tools and techniques have been developed and proven to work in sales too.

This session will introduce you to some of the neuroscience, some of the tools and give you a chance to try them out and leave equipped with some new ideas to boost sales performance.

Find out more and book at More details can be found at https://spadec16.eventbrite.co.uk

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Article in Association for Professional Sales Newsletter

Posted on: 17/11/2016

Myth-busting in sales

In a tough, dynamic world, salespeople are drawn to the latest thing that might give them a competitive advantage. But beware: when it comes to sales and psychology, all is not what it might seem.

Leading business psychologists Lance Mortimer, of Level 3 Communications, and Bryan McCrae, managing director of Sales Motivations, discuss what does and does not work.

Read more.......

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Article in International Journal of Sales Transformation

Posted on: 12/2/2016

Using Sales Psychology to accelerate the potential of sales talentThe costs of recruitment are on the rise again, with an increase of around 50% from 24 months ago according to the Chartered Institute of Personnel and Development, with four out of five employers saying that the competition for well qualified talent has increased over the same period.

Read more.....

Article by Dr Beth Rogers and Bryan McCrae

Reproduced by permission of the International Journal of Sales Transformation. 
©2016 www.journalofsalestransformation.com 
  
 

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Guest speaker at the Association for Business Psychology June 2015

Posted on: 1/6/2015

The Association for Business Psychology, Thursday 25th June 2015, 6-8pm, Camberley, Surrey

Established in 2000, the Association for Business Psychology was set up with the sole purpose championing business psychology.It supports the education and development of members and the wider community in the study and practice of Business Psychology through collective and individual learning.

Speaker: Bryan McCrae, MD of Sales-Motivations

Bryan McCrae works with sales teams to develop performance using evidence based psychological techniques.

 He has developed a unique award winning self-coaching learning system that builds motivation, resilience, engagement, ability to deal with pressure - and, as a result, sales performance and which is delivered as a fully on-line resource, workshops or a blend of both, for anyone who sells.

 Bryan will give an overview of the results achieved by the program, as tested in controlled trials in two corporate organisations, and will describe what was involved in developing online resources that are as engaging, memorable and effective as face to face coaching.

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Speaking at the Sales Innovation Expo 13-14 May, ExCel London

Posted on: 5/5/2015

This is the largest and most important event for professional sales leaders, being staged at ExCeL London on May 13th-14th 2015. We are giving a keynote talk 'What is it that Sales Superstars have and how can you get more of it in your team?'

Are these Sale Superstars born or bred and what do they do differently?
Recent psychological research shows us how Sales Superstars think differently and that anyone can learn to think in the same way, leading to greater sales performance through increased motivation, resilience and ability to cope with pressure. In this seminar you will learn what they do and how to help your team become high performing Sales Superstars.

There are five seminar theatres and over sixty expert speakers, with some of the best-known names, thought leaders and industry experts offering cutting-edge advice and demonstrating the latest technologies, products and services.

See the full program, register for free tickets and come and see us on stand 1339.

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Speaking at the Global Sales Science Institute Annual Conference

Posted on: 9/6/2014

The Global Sales Science Institute welcomes sales professionals to a day of thought leadership on the theme of “From Managing the Sale to Managing the Sales Force.”

13th June, Latimer Place, Latimer, Chesham, Buckinghamshire, HP5 1UG, UK

The Global Sales Science Institute (GSSI) is an international network formed in 2007 by both academics and practitioners involved in sales & sales management. Its aim is to unite the study and practice of sales & sales management around the globe. It brings together scholars and practitioners from across the world to further advance global collaboration in sales research, practice, and education.

Bryan McCrae, award winning Sales Psychologist from Sales-Motivations, will  be giving a talk on the psychological profile of Sales-Superstars and what anyone in sales can do to maximise their own performance through development of motivation, resilience and ability to cope with pressure.

Click here to download Conference Program

Click here for more details and booking

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Publication in Human Resource International Digest

Posted on: 2/5/2014

Taking off the L-plates: making training more effective.

Emphasizes the importance of ensuring the right training and the right delivery. Draws on information gathered from the author's industry knowledge and experience. Argues that senior managers sometimes fail to understand how training needs to be different to meet the expectations and requirements of the different personalities in the organization. Explains how using flooding or drip-feed techniques will have different outcomes for different personalities and helps managers to identify which is more suitable.

 

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Finalists in the Association for Business Psychology Workforce Experience Awards

Posted on: 24/3/2014

Sales-Motivations has been selected as a finalist in two categories in the Association for Business Psychology Workforce Experience Awards, which “Celebrate Excellence in Business Psychology” and focus on demonstrating how applying an understanding of the science of human behaviour can impact Workforce Experience and deliver commercial and practical value to organisations. We have been selected in both the Excellence in Performance Improvement and Excellence in Training categories, which is a great independent validation of the value that we bring to both partners and clients.

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Speaking at the Sales Innovation Expo 15-16 May 2014, London

Posted on: 7/2/2014

The UK's Leading Sales Event

We will be at The Sales Innovation Expo, which is the largest and most important event for professional sales leaders. With some of the best-known names, thought leaders and industry experts offering cutting-edge advice and demonstrating the latest technologies, products and services; this event is sure to equip Sales Directors and Managers with the latest systems and tools to improve sales performance. Bryan McCrae will be speaking on;

'What is it that Sales Superstars have and how can you get more of it in your team?'

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Association of Business Psychologists - 20 May London

Posted on: 7/2/2014

Computerised Cognitive Behavioural Coaching for Sales Team performance

Bryan McCrae will give an overview to the Association of Business Psychologists of the results achieved by the Sales-Motivations program, as tested in controlled trials in two corporate organisations and will describe what was involved in developing online resources that are as engaging, memorable and effective as face to face coaching.

Find out more

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Portsmouth University Guest speaker - 17th March 2014

Posted on: 7/2/2014

Bryan McCrae is giving a talk on 'Motivations and Rewards in Sales' as part of the  'Professional Selling and Sales Management' unit at the University of Portsmouth.

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Meet us at Successful Selling Expo - 17th October, Coventry

Posted on: 19/9/2013

We are exhibiting at The Successful Selling Expo, the UK's Premier Event for the Sales Profession. Come and have a chat with us and get some free Fizz ! Pit yourself against other attendees in our 'How do you cope with Pressure' game and find out how to boost sales activity by 30% and results by 20%. Contact us for a free ticket.

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Pharma Field - Mind Games - grow sales activity by 30%

Posted on: 12/9/2013

Article published in Pharma Field - Work on your Inner Game to become the next Pharmaceutical sales superstar. Evidence of the ability to grow motivation, resilience, ability to cope with pressure and sales activity by 30% to achieve greater results in pharmaceutical sales. Download article with this link

view, download or save PDF

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Speaking at The Sales Management and Performance Expo, 6 & 7 June at ExCeL, London

Posted on: 6/6/2013

We will be holding free seminars at The Sales Management and Performance Expo on Thursday at 14.00 and Friday at 11.00. It is a  a free event, at the ExCeL, London. We are speaking on ‘What is it that Sales Superstars have and how can you get more of it'.

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Sales-Motivations presenting at the Pharmaceutical Sales Managers Group

Posted on: 15/4/2013


The Pharmaceutical Sales Managers Group (PSMG) is a not for profit organisation run by sales managers for sales managers, established 23 years ago, with fifty members from 32 companies.

Bryan McCrae, MD of Sales-Motivations will be presenting at the spring meeting on the 23rd of April in London;

What is it that Pharmaceutical Sales Superstars need today and how can you get some more of it in your team?

Selling can be a tough and high pressure business; confidence, resilience and motivation are always under attack, but some people thrive in this environment while others don't manage so well.

Learn about the psychological techniques that anyone can use to boost success.
Practise one psychological technique on a common sales challenge.
Take away one specific psychological technique that you can implement the same day.

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Pharmaceutical Field Magazine - March 2013

Posted on: 22/3/2013

Much has been written on the critical skills, technologies, systems and methodologies associated with successful pharmaceutical selling. Bryan McCrae explains why consistent sales success involves much more. Click here to read article

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Sales-Motivations invited to Wellards Annual Conference

Posted on: 2/11/2012


Sales Motivations will be at the Wellards Annual Conference on the 7th of November. The Wellards Annual Conference has now become firmly established as a key event in the NHS meetings calender for life sciences companies and Wellards is the largest provider of quality e-learning resources for the pharmaceutical and and medtech industry, with over 16,000 subscribers from over 300 companies.

John Heath, MD of Wellards said 'With the industry facing significant challenges and enormous change we immediately saw a great fit with Sales-Motivations, as it delivers greater sales force effectiveness through continued development of motivation,resilience and ability to cope with pressure, all of which are essential in the current market conditions. We see this as a great resource for our clients and are delighted to be partnering with Sales-Motivations to be able to provide it through the Wellards Academy.'

 

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Presentation to the Pharmaceutical Learning and Organisational Development Network

Posted on: 26/7/2012

Bryan McCrae delivered a presentation and lead a discussion on motivation and resilience in sales to the Pharmaceutical Learning and Organisational Development Network, a group consisting of senior leaders in Learning and Training within the Pharmaceutical and Medical Technology industries.

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Article published in Managing Partner Magazine

Posted on: 20/7/2012

Managing Partner is the leading global resource on law firm management.

Covering management strategies, innovations, analysis and opinions, it has everything the senior management team needs to run the business effectively.

Bryan McCrae from Sales-Motivations had a full page article published in the July/August edition - Fine Tune your thinking to become more successful at sales.

 

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Portsmouth Centre for Enterprise - Pipeline for budding Entrepreneurs

Posted on: 19/7/2012

For the past three weeks, enterprising students and graduates of Portsmouth have been taking part in workshops and interactive talks at Portsmouth University's Centre for Enterprise.These sessions aimed to help the budding entrepreneurs successfully start businesses, it aimed to answer their queries, and guide them through the business world. Think of it as a crash course in starting a business. Out of those that attended (and sacrificed their weekends!), eight entrepreneurs were invited to pitch their start-up ideas to a panel of experts. Bryan McCrae from Sales-Motivations ran a session on Motivation and Resilience for Entrepreneurs as part of the program.

Nicola Bates, one of the budding entrepreneurs said: "Very beneficial! Great speakers. Only criticism would be that I would have liked it if it was a bit longer!"

Find out more at the Centres blog

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Thames Valley Learning and Development Group

Posted on: 30/1/2012

Bryan McCrae from Sales Motivations gave a talk; Cognitive Behavioural Coaching to Boost Motivation and Resilience Whilst Reducing Stress.

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Sales Leadership Alliance (part of the Chartered Institute of Marketing)

Posted on: 19/1/2012

What is it that Sales Super-stars have and how do you get some more of it?

Bryan McCrae from Sales-Motivations gave a talk to the Founding Fellows of the Sales Leadership Alliance, an invitation only group of 50 of the top sales leaders in the UK.

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Guest speaker at Portsmouth University Business School

Posted on: 23/11/2011

Bryan McCrae, Sales Psychologist and MD of Sales-Motivations today gave a seminar on 'Sales Motivations' to the Business School undergraduates who are studying Business Administration, Marketing and other subjects with a sales and marketing component.

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Sales Psychology article - International Life

Posted on: 21/11/2011

Bryan McCrae, Sales Psychologist and MD of Sales-Motivations has had an article on Sales Psychology published in International Life Magazine.

 

 

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Successful Selling conference delivers Michael Portillo and Sales-Motivations unique product launch

Posted on: 19/10/2011

The Institute of Sales & Marketing Management (ISMM) Successful Selling conference delivers Michael Portillo and Sales-Motivations unique product launch.

ISMM's Successful Selling 2011 is the only conference organised especially for sales professionals. Heading up the conference as keynote speaker is Michael Portillo and the conference also sees the official national launch of Sales-Motivations. A first for the sales industry, this unique on-line coaching product boosts motivation, resilience and sales success, whilst reducing stress and reducing staff turnover.

Talking about Sales-Motivations, MD and Sales Psychologist Bryan McCrae explains:
"Selling in the current economic climate can be a tough job and even the best sometimes suffer from low sales motivation and stress. This results in lack of activity, inability to cope well with rejection, call reluctance, absenteeism and low sales performance. Sales-motivations is the key factor in long term sales success and our unique innovation in maximising sales performance is based on proven psychological evidence. Providing sales teams with an activity based psycho-educational programme, available online 24/7, is more successful than traditional coaching and training methods. Although a fraction of traditional learning costs, Sales-Motivations ensures sales teams are fully motivated on a sustainable, long term basis. This results in a positive, more resilient and more engaged team leading to peak sales performance".

Sales-Motivations can be seen on stand 24 throughout the Successful Selling Conference 2011, which takes place on 20th October at the Ricoh Arena in Coventry. For your free trial of Sales- Motivations, please visit us at stand 24 or contact us at +44 (0) 845 531 4125 or visit www.sales-motivations.com/free1day

 

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Meet Sales-Motivations at the South Wilts EXPO 2011!

Posted on: 23/8/2011

What do sales superstars have and

how can you get some of it ?

Come and meet Sales-Motivations at the South Wilts Business Expo 2011 in Salisbury on to find out. Attendees can enter the draw to win a free subscription to the revolutionary sales motivation e-learning program worth almost £500 plus take the free trial.


What-ever you sell, this will help you be more successful !

Tuesday 27th September, 2011 - City Hall, Salisbury

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TVIGT Meeting - What is it that Sales Superstars have and how do you get some of it ?

Posted on: 5/7/2011

Thames Valley Innovation and Growth Team

Motivation underpins all employee performance and research shows that within sales roles and activities, motivation and resilience is the primary factor in long term success.

Faced with the continual challenges, set-backs and rejections it is essential that we are able to quickly bounce back and stay self-motivated. While external factors such as good management, rewards, benefits, and recognition are valuable, being able to be more self-motivated and resilient has huge cost benefits over and above these external factors.

The most effective way to do this is to learn to actively manage one's thoughts and feelings and in this presentation Sales Psychologist Bryan McCrae will show you how you can learn to do this your-self.

Hilton Hotel, Drake Way, Reading, RG2 0GQ

5th Jul 2011, 8:00am - 10:00am

 

 

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Winning Edge - Institute of Sales and Marketing Management

Posted on: 1/2/2011

Enhancing Sales Success using Computerised Coaching


'Is there a missing ingredient in the learning and development activities provided for salespeople today' asks Bryan McCrae of Sales-Motivations ?

Individual sales performance is based upon a complex blend of skills, experience, knowledge, motivation and personality. Whilst there is an overwhelming range of sales skills training available and many excellent assessment tools to select the individuals with the best chances of success, there has been little attention paid to developing the underlying thought processes used in the salespersons day to day work.

Yet if we could help salespeople to improve them, to grow their motivation and and ability to deal effectively with the challenges and set backs that are an inevitable fact of life in sales, then this would contribute significantly to their sales success.
Why isn't coaching provided for all salespeople ?

Whilst face to face coaching can be an effective way to develop motivation, it has several drawbacks in it's traditional form;

Costs are relatively high when delivered face to face.

The results are dependent on the fit between the coach and salesperson.

The participant must be in the same physical location as the coach.

The coach and the participant must be available at the same, pre-scheduled times.

The sales manager is often expected to do it, but without the time, training, skills and experience needed.

As a result coaching tends to be used only with higher value or management employees, where the high costs are more easily justified or when a crisis has occurred.

In other fields it has been discovered that well designed coaching doesn't necessarily need a real life coach and that providing coaching on a 'self-service basis' over the internet has been proven to to be highly effective. In particular it has been found that an approach known as cognitive behavioural coaching works very well in this way and this has now been developed into an online coaching system for salespeople to help them boost and maintain their motivation.
What is computerised coaching ?

With this approach, the computer program guides the participant through their own individual coaching sessions, at a time of their choosing, at their own pace, in an engaging, entertaining, interactive way, at each step driven by and based on the participant input.

It is delivered in 'bite-sized' chunks that take thirty to forty minutes to complete, containing videos, quizzes, and interactive material interspersed with exercises for the participant to complete and report back on at the following session. It can also be delivered through a corporate 'Learning Management System' as part of an integrated learning and development strategy.
What you believe and think drives what you feel

These cognitive behavioural techniques, which are proven to be very effective, are based on the understanding that our emotions, stress and anxiety levels are affected by our thoughts and behaviours as much as by what is happening out there in the 'real world'.

In fact, our thoughts, assumptions and beliefs (cognition) affect how we feel (emotion) and what we do (behaviour), and vice versa. The benefit of this approach is that we can change the way we think and behave to feel better even if the situation itself does not change. Applying these techniques to activities such as cold calling or closing can have a dramatic effect on the way the salesperson behaves and subsequently the results achieved. After just one session with the program we have had users tell us that the extra performance tat they have achieved has more than paid for the entire program !

There are a number of common patterns of thinking that can get in the way of staying motivated and successful. This program works by training to you to identify and challenge these ways of thinking, to reduce stress and anxiety levels. You are guided to new behaviours and new responses to challenging situations, which ultimately lead to improved motivation, resilience and sales performance. It also leads to increased job satisfaction and subsequently job retention, which is good for both employer and employee.
How does computerised coaching actually work ?

The program is presented as a series of demonstrations and assignments incorporating video of different sales characters whose stories are followed throughout the program. Several highly effective advanced behavioural techniques are utilised, including thought diaries when faced with challenging situations, generating alternative psychological strategies, identifying and replacing unhelpful thinking patterns and habits, incremental behavioural planning and goal-setting, graded task assignments and behaviour scheduling. There are even some rats, pigs and ants involved, but you will to watch the free introduction to find out more about them ! Crucially all assignments are designed to integrate into the users normal working activities so that new habits quickly become second nature.

The time-frame around working through the program will vary from person to person, but can be expected to be around two to three months with a six week follow-up phase to reinforce the material and new ways of thinking. It can also be reviewed at any time to reinforce previous material before moving forwards.

It can be accessed wherever and when ever the participant desires through a secure log in and the participant works at his or her own pace. SMS, Email or telephone based personal coaching support can also be selected as options with the program.
Proof of the Pudding

Trials of this cognitive behavioural coaching approach have been carried out with 166 salespeople within a large major UK insurance corporation by psychologist Dr Judy Proudfoot, Assistant Professor at the University of New South Wales. Throughout the trial there was detailed measurement and monitoring of results using a carefully designed experimental methodology, which showed that participants ;

  • achieved a 20% improvement in the proportion of salespeople 'on target'
  • demonstrated a 27% reduction in the proportion that showed signs of stress.
  • experienced a rate of resignations reduced by a factor of three.
  • felt very positive about the program.

Dr Proudfoot specialises in the use of psychological interventions delivered by internet and mobile devices and her track record includes other computer delivered psychological programs that are in successful commercial use by many tens of thousands of users.

Over the past few months we have been working with Dr Proudfoot to develop the program, to provide computerised coaching for salespeople to help them develop their motivation based on this approach. The program has now been launched in the UK attracting much interest from all sectors, from multi-billion dollar global corporations with hundreds of sales people through to start up Entrepreneurs who need to be able to sell to get their businesses up and running.

In these challenging economic times, stress, absenteeism, morale and flagging motivation in the sales force is costing individuals, teams, companies and the economy dearly. The simple mantra of 'stay positive and motivated' simply isn't enough, any more, in the same way that saying to an athlete 'run faster' doesn't help them, because it doesn't tell them what to do differently to improve performance.

As well as the productivity benefits that this approach brings, Sales Directors are also becoming increasingly aware of their legal responsibilities around health and management of sales staff. As a naturally 'high stress' occupation there is an increasing need to be proactive in providing appropriate resources, support and tools to sales staff to help them deal with the stress. These are often provided as part of employee assistance program, which can be offered to all sales staff as part of a benefits package, or to support specific individuals who are having particular challenges that need resolving to recover their sales performance.

This new approach works because it enables sales people to become their own motivation coaches and gives them the techniques, strategies, tool kit, and support to rapidly apply it to their own challenges.

As one recent user said ' I've made more progress in two weeks with this approach than I have in the previous two years'.

 

 

 

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Winning Edge Magazine - The secret Psychology of Sales Motivation

Posted on: 1/2/2011

Is motivation in sales people just what they are born with, or can it be grown to help them be more successful ?

Much has been written on the critical skills, technologies and information associated with successful selling, but research has shown that success involves more. A number of positive psychological capacities underpin successful selling. Such human strengths as the confidence to take on and invest effort in challenges, setting and persevering towards goals, bouncing back after setbacks and demonstrating resilience in the face of difficulties have all been shown to be related to superior work performance, particularly in selling. Arguably, however, one of the most important psychological capacities involved in sales success is intrinsic motivation.

Intrinsic motivation is the degree to which people want to work well in their jobs in order to achieve personal satisfaction and success, rather than external satisfactions, such as pay and working conditions. The link between intrinsic motivation and effort, persistence, productivity and turnover has been repeatedly and reliably demonstrated in many studies.

Successful selling requires sustained motivation in the face of rejections, difficulties and setbacks. But are we born with a certain level or motivation, as part of our personality or can we do anything to improve it and if so what ?

Research has shown that it is possible to manage and fine tune the way we think in order to enhance sales performance. Our beliefs about ourselves, our work and other people are the screen through which we view the world. They are the 'rules' we've learnt and developed over the years to guide our actions usually without us even being aware of them. Our beliefs and attitudes organize our day-to-day thinking and govern our behaviour - and they determine how successful we are.

A particular type of beliefs - the habitual way we explain good and bad events, especially successes and failures - are of special importance in selling. Known as 'attributional style', these beliefs affect not only intrinsic motivation, but also the quantity and quality of sales that are made. For example, salespeople who tend to attribute their individual successes to external and temporary factors, such as "I had a lucky break with that client" will be less successful overall than their colleagues who make a point of looking for the part that they played in the positive outcome, particularly if they are able to pinpoint an ability they can exercise in different situations in the future. A strong relationship has been shown to exist between attributional style and sales success.

Our research group has recently demonstrated that it is possible to help sales people improve their attributional style through a combined and training program based on what is known as 'Cognitive Behavioural' psychological strategies, which involves becoming aware of the beliefs and attitudes which are obstacles to greater success to challenge and overcome them. The program took place over 7 weeks and consisted of one session per week. Significant improvements occurred in the attibutional style, job satisfaction, self-esteem, psychological well-being and sales outcomes of those who took part. What's more, these improvements didn't just fade away ofter the program, but persisted. This points to the conclusion that it is possible to help salespeople change the way they think, in order to enhance their sales success.

Having previously designed this type of program as a computerised coaching system in other fields, I'm very exited to now be working with sales coach Bryan McCrae, of Sales-Motivations, to do the same with this program so it can be accessed anytime, anywhere, by anyone with an online connection.

These are very challenging times for many sales people and sales organisations. Motivation, self-esteem and performance can easily take a big knock under these circumstances, so this approach, providing 'motivation on demand' to anyone in sales who needs it, is just what the doctor ordered.

Contributor - Associate Professor Judy Proudfoot PhD

University of New South Wales, Australia

 

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