In this Sales Readiness Podcast Episode, Ray Makela, SBI’s Managing Director, is joined by Chasta Bair, SBI Senior Delivery Consultant, to explore the many challenges sales managers face when motivating their sellers. The two break down why motivation often feels like an afterthought, and how normalizing and encouraging these discussions can lead to significant improvements in performance.

With a strong focus on embracing vulnerability and creating an environment where your sellers can thrive, Ray and Chasta outline practical frameworks and techniques for improvement.

Key talking points:

• Motivation is not a static quality, nor a byproduct of hard work. It requires effort and attention to cultivate.
• Managers that lead with authenticity pave the way for open and honest communication with their team. 
• Motivation is never a one-size-fits-all. Use the MOTIVE Framework to uncover your teams’ primary motivators, and understand how they can change over time.