Dull, Lazy, Uninspired.... problem - how to motivate!
This could be my son on any school day - and I know from experience it is difficult to see the wood for the trees. Here are some of my thoughts - hope they are useful.
Dull, uninspired - what is making them dull? why are they uninspired? - Can you build a sense of camaraderie around a take off of a current event, tv programme (Who wants to be a millionaire)? Is there something you can change in the incentive programme? What can you bring to inspire them?
Lazy? What does lazy mean? Are they not showing up for working hours? Not making quotas of calls? Not cultivating client relationships? Not closing deals? If it is a question of boundaries - set your expectations and put in a system to monitor the QUANTATIVE expectations (for my son it could be how many times did he show up for school on time this week)... If it is a matter of skills/technique improvement - gear up to use this unique opportunity to build the skills - and give praise to reinforce. May want to do some of the skills training in a one to one - eg listening in on calls, role playing, etc.
I've heard that the right proportion is 4 parts praise to 1 part constructive criticism - emphasis on constructive please. No buts (yes, I mean no buts - just eliminate it from your vocabulary), no back handed compliments. Just praise - even if it's "that's better" or "good try, have another go."
The other thing which might be of some use is scripting - and I mean the exact words in the exact order which they can use to control a conversation. This might feel like you're being asked to tell someone how to crack eggs to make an omelette - to which I would respond, how messy do you want your kitchen to be when the omelette is done? Seriously, you will probably find that that there are ways of eliciting interests from clients which will create the urgency to do the deal today - read any of the NLP sales books - I know a few which I can dig out for you.
I sincerely hope this is of some help to you. If you'd like to stay in touch, just let me know.
Alison
posted 24 days ago
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