TEMAC Sales Rep Management Effectiveness Tip

As a sales rep manager or executive working toward improving sales rep performance, think TEMAC

Trigger sales reps when they don’t get it. Sometimes sales reps are over-loaded. Set a “trigger” reminder for them until the new process or behavior becomes a habit.

Encourage sales reps when they are getting hammered or just suffered a loss. While sales executives want their salespeople to have thick skins and tough it out, the fact is everyone needs encouragement.

Motivate performance to get sales reps to stretch beyond their reach.

Acknowledge genuine effort where circumstances just didn’t work out as well as accomplishment.

Challenge sales reps when they don’t put in the effort or become insubordinate.

Final thoughts: all sales reps and all sales rep organizations need any and all of the above elements in various doses- but it doesn’t work if only one or two elements are used. However, the Challenge element goes away when you create a culture built around the other four elements, which then creates the TEAM.