Singing Praises

To channel the hard work of your salespeople, use approval to boost beneficial behaviors. Here are a few steps to try to reach your goal:

1. Make sure that your salespeople understand the behavior you expect from them. These behaviors will form lasting sustainable results. For instance, a manager that desires high-margin accounts needs to proudly commend a salesperson that boldly walks away from a low-margin sale. A manager needs to share the significance of prospecting--and commend those efforts--if they want to see an individual to have a considerable growth in sales volume. If you haven't decided what behaviors you expect from your salespeople to create long-term success for them and your organization, you need to look at the circumstances again to pinpoint and distinguish the behaviors that will generate preferred results.

2. Proactively look for reasons to applaud. Like B.E. Skinner noted, positive feedback emphasizes behavior. You'll generate happier and more productive employees if you praise them daily as part of your management routine. You need to make sure that when you commend them, it is clear it is for the behaviors you expect to see.

3. Work on unsystematic management. One thing Skinner teaches is that an agenda of reinforcement, like getting a pellet for every lever tap, forms a laid-back approach to business. Sales call reports are normally not effective because of this. They are demanded on an intervallic basis, so, salespeople procrastinate until the last minute to present them. Instead of teaching your salespeople to give you information at set periods, use unsystematic inspections and commend them so they will learn to self-manage. This method of leadership is very effective.

Praise is priceless and extremely influential. Genuine praise bestows economic value that is many times more successful than money. Most people know this because they have, at some point, experienced giving more for less money just to get a little more acknowledgment in the office. Praise forms loyalty and verifies your authority because people recognize you are watching. It emphasizes behaviors, builds confidence, and makes you feel like you are doing your job correctly. You don't need to be stingy when this resource is very inexpensive and achieves so much.