I don't know about your Business but in my experience proactive, positive, consistent new business winners are the holy grail of any sales organisation. All of my clients have their own unique ways of motivating, managing and running their sales teams yet they all have problems from time keeping those teams on target and "up for it!" In this article I am going to cover the core fundamentals of How to Develop a Proactive, New-Business Sales Team. These are the same strategies and techniques that I have used to help many of my clients explode their personal and their team's sales. These strategies all combine an exciting and proven mix of attitudinal, skills and structural development that really works and what's more they're fun so your staff will want to use them!

When I ask my clients what stops them from achieving their Business goals they tell me that they just cannot find enough staff who will consistently canvass new business and this prevents them from opening enough new accounts. Or even worse that once their staff have got "enough" Business in the pipeline they will simply stop their proactive activities. This is common place in sales teams in my experience and afflicts most sales people. This reticence to pick up the phone is a combination of factors and one which I have made one of my core sales focuses so that I can provide my clients with what they need - more sales.

When we talk about sales teams we tend to talk about skills, strategies and experience. Whilst these are important they aren't the key. We've all recruited someone who's been there, seen it and done it yet when they turn up in your Business they just seem to leave their skills at Home! You know the type - the "big-hitter" you recruit because of their CV and their ability. You're already counting the increased revenue onto the bottom line yet right from their first day you know that their attitude's shot! I'm sure you can think of your own examples?

What's missing is sales motivation - the ability to access the sales skills that we have within us. Anyone can pick up the phone and say "Hello" to a client even if they don't know how to structure a call and a salesperson with high sales motivation will. A salesperson with low sales motivation however will often avoid the phone at any cost giving "reasons" for not doing so such as "I don't have the time", "I don't know the market well enough" or "I am too busy" ? the list goes on!

sales motivation has three areas that are crucial to the success of your new Business teams:

• Being motivated to want to sell
• Remaining motivated during the sale
• Re-motivating yourself after the sale whether the sales went well or badly

Helping sales staff to understand their own sales motivation levels before they pick up the phone, coaching them in core skills whilst they are on the phone

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