I think this might be one of the most interesting topics in sales management.
How do you push your team to maximize performance without killing motivation?
I think the key is to set ambitious targets for the value the team has to create and then trust the team to find the best way to reach that target.
And once you have those ambitious targets make sure to NOT set up a commission structure to measure it, unless you are aiming for demotivated sales people.
One of the common denominators of top 2% salespeople are their ability to have a significant higher level of activity.
If you believe that sales is very much about activity and not how good you research your leads, you are probably like me obsessing about how you can increase your own activity level.
This is one of the most efficient techniques I know to increase my output. It has worked both for myself and for the teams I have worked with.
In this video I talk about role playing as a tool, and why I see it as the number 1 tool to use when hiring new sales people.
Other than testing your new candidates role playing can create an amazing way for you to super fast improve the skills of your team.