To be successful, sales managers must inspire teamwork and cooperation while motivating salespeople to achieve peak performance. Ten skills will help you be effective.

1. Treat your salespeople as you would treat your best client. Salespeople treat their best clients well, listening to their needs and responding to them. Make your people feel special. Give your undivided attention when talking to them.

2. If you have to do something that is unpopular with salespeople, explain why you are doing it. Let salespeople see the overall picture. They need to see how their efforts impact company growth.

3. Give people immediate recognition for sales made. Ring bells, write memos, make announcements. People are not working just for money, but for the rewards, challenges, and the excitement of winning. Show confidence in your people. If you expect them to win, they will.

4. Praise in public, but reprimand in private. Give the salesperson a chance to explain before you criticize. Begin with a question, not an accusation. When you give praise, be specific.

5. Hold short sales meetings often and focus on the positive. Talk about sales made. This inspires confidence. Be positive. Your attitude is contagious.

6. Encourage your salespeople to set their own goals. People often set goals for themselves that are higher than you would set for them. And they work harder to meet their own goals.

7. Hit the streets with your salespeople. They will respect you for it. Also, you will see what they are doing, right and wrong. Give them feedback. You will motivate them by taking an honest interest.

8. You need to role play. Sales meetings should be for learning and practicing sales techniques. Role playing involves everyone and promotes team spirit as it instructs.

9. In handling disputes, don’t talk to each person separately. Bring them together so they each tell his or her side in front of the other person.

10. Have your salespeople listen to motivational tapes in meetings or cars. They face rejection daily and need the boost. People respond to a teacher, team builder, and coach. Assume those roles, and your billings will soar. SME

Pam Lontos is the president of Lontos Sales and Motivation, Inc, and author of Don’t Tell Me It’s Impossible Until After I’ve Already Done It. (Morrow) 407-299-6128.

ACTION: Inspire teamwork by using these 10 tips.