and activity within an organization. This area of study examines human behavior in a work environment and determines its impact on job structure, performance, communication, motivation, leadership, etc. • Autocratic Model • Custodial Model • Collegial Model • Supportive Model • System Model
emotions, and those of the people around you. People with a high degree of emotional intelligence know what they’re feeling, what their emotions mean and how these emotions affect other people. • How you feel, how your actions affect/inspire others • Personal accountability, don’t compromise values • Picking up others emotions/ques • Influencing emotions, interpersonal skills • Hope, optimism Motivation Empathy Self- Regulation Social Skills Emotional Intelligence Self- Awareness
performers 20% Rock Stars Motivational Techniques Know what the team considers important Consistent and open communication Recognizing success Serving as an advocate Understanding their personal goals Motivating a Sales Team
stick. Sales behaviors drive sales activities, which in turn drive results. Measure. Always measure. Know what “good” sales rep behaviors are. Start with KPI’s and work backwards. Emphasize learning by doing.