Motivating Your Sales Team Sample

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TABLE OF CONTENTS Preface ..............................................................................................................................................3 What is Courseware? ................................................................................................................................ 3 How Do I Customize My Course? .............................................................................................................. 3 Materials Required ................................................................................................................................... 4 Maximizing Your Training Power .............................................................................................................. 5 Icebreakers ........................................................................................................................................6 Icebreaker: Friends Indeed........................................................................................................................ 7 Training Manual Sample.....................................................................................................................8 Sample Module: Create a Motivational Environment .............................................................................. 9 Instructor Guide Sample................................................................................................................... 17 Sample Module: Create a Motivational Environment ............................................................................ 18 Activities ......................................................................................................................................... 27 Quick Reference Sheets .................................................................................................................... 29 Certificate of Completion ................................................................................................................. 31 PowerPoint Sample.......................................................................................................................... 33 Full Course Table of Contents ........................................................................................................... 38

Preface What is Courseware? Welcome to Corporate Training Materials, a completely new training experience! Our courseware packages offer you top-quality training materials that are customizable, user-friendly, educational, and fun. We provide your materials, materials for the student, PowerPoint slides, and a takehome reference sheet for the student. You simply need to prepare and train! Best of all, our courseware packages are created in Microsoft Office and can be opened using any version of Word and PowerPoint. (Most other word processing and presentation programs support these formats, too.) This means that you can customize the content, add your logo, change the color scheme, and easily print and e-mail training materials.

How Do I Customize My Course? Customizing your course is easy. To edit text, just click and type as you would with any document. This is particularly convenient if you want to add customized statistics for your region, special examples for your participants’ industry, or additional information. You can, of course, also use all of your word processor’s other features, including text formatting and editing tools (such as cutting and pasting). To remove modules, simply select the text and press Delete on your keyboard. Then, navigate to the Table of Contents, right-click, and click Update Field. You may see a dialog box; if so, click “Update entire table” and press OK.

(You will also want to perform this step if you add modules or move them around.) If you want to change the way text looks, you can format any piece of text any way you want. However, to make it easy, we have used styles so that you can update all the text at once. If you are using Word 97 to 2003, start by clicking the Format menu followed by Styles and Formatting. In Word 2007 and 2010 under the Home tab, right-click on your chosen style and click Modify. That will then produce the Modify Style options window where you can set your preferred style options.

For example, if we wanted to change our Heading 1 style, used for Module Titles, this is what we would do:

Now, we can change our formatting and it will apply to all the headings in the document. For more information on making Word work for you, please refer to Word 2007 or 2010 Essentials by Corporate Training Materials.

Materials Required All of our courses use flip chart paper and markers extensively. (If you prefer, you can use a whiteboard or chalkboard instead.) We recommend that each participant have a copy of the Training Manual, and that you review each module before training to ensure you have any special materials required. Worksheets and handouts are included within a separate activities folder and can be reproduced and used where indicated. If you would like to save paper, these worksheets are easily transferrable to a flip chart paper format, instead of having individual worksheets. We recommend these additional materials for all workshops:

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Laptop with projector, for PowerPoint slides

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Quick Reference Sheets for students to take home

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Timer or watch (separate from your laptop)

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Masking tape

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Blank paper

Maximizing Your Training Power We have just one more thing for you before you get started. Our company is built for trainers, by trainers, so we thought we would share some of our tips with you, to help you create an engaging, unforgettable experience for your participants. 

Make it customized. By tailoring each course to your participants, you will find that your results will increase a thousand-fold. o

Use examples, case studies, and stories that are relevant to the group.

o

Identify whether your participants are strangers or whether they work together. Tailor your approach appropriately.

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Different people learn in different ways, so use different types of activities to balance it all out. (For example, some people learn by reading, while others learn by talking about it, while still others need a hands-on approach. For more information, we suggest Experiential Learning by David Kolb.)

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Make it fun and interactive. Most people do not enjoy sitting and listening to someone else talk for hours at a time. Make use of the tips in this book and your own experience to keep your participants engaged. Mix up the activities to include individual work, small group work, large group discussions, and mini-lectures.

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Make it relevant. Participants are much more receptive to learning if they understand why they are learning it and how they can apply it in their daily lives. Most importantly, they want to know how it will benefit them and make their lives easier. Take every opportunity to tie what you are teaching back to real life.

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Keep an open mind. Many trainers find that they learn something each time they teach a workshop. If you go into a training session with that attitude, you will find that there can be an amazing two-way flow of information between the trainer and trainees. Enjoy it, learn from it, and make the most of it in your workshops.

And now, time for the training!

Icebreakers Each course is provided with a wide range of interactive Icebreakers. The trainer can utilize an Icebreaker to help facilitate the beginning of the course, as it helps “break the ice” with the participants. If the participants are new to each other, an icebreaker is a great way to introduce everyone to each other. If the participants all know each other it can still help loosen up the room and begin the training session on positive note. Below you will see one of the icebreakers that can be utilized from the Icebreakers folder.

Icebreaker: Friends Indeed Purpose Have the participants moving around and help to make introductions to each other. Materials Required  

Name card for each person Markers

Preparation Have participants fill out their name card. Then, ask participants to stand in a circle, shoulder to shoulder. They should place their name card at their feet. Then they can take a step back. You as the facilitator should take the place in the center of the circle. Activity Explain that there is one less place than people in the group, as you are in the middle and will be participating. You will call out a statement that applies to you, and anyone to whom that statement applies must find another place in the circle. Examples:   

Friends who have cats at home Friends who are wearing blue Friends who don’t like ice cream

The odd person out must stand in the center and make a statement. The rules:  

You cannot move immediately to your left or right, or back to your place. Let’s be adults: no kicking, punching, body-checking, etc.

Play a few rounds until everyone has had a chance to move around.

Training Manual Sample On the following pages is a sample module from our Training Manual. Each of our courses contains twelve modules with three to five lessons per module. It is in the same format and contains the same material as the Instructor Guide, which is then shown after the Training Manual sample, but does not contain the Lesson Plans box which assists the trainer during facilitation. The Training Manual can be easily updated, edited, or customized to add your business name and company logo or that of your clients. It provides each participant with a copy of the material where they can follow along with the instructor.

Enthusiasm is excitement with inspiration, motivation, and a pinch of creativity. Bo Bennett Sample Module: Create a Motivational Environment Motivation isn’t just an intrinsic drive, nor is it the application of an external force at specific times. Motivation is something that exists in our environments. An environment that is not motivational promotes stagnation, procrastination, and poor morale. On the other hand, creating a motivational environment leads to team members who are excited about what they do, are fire up to work towards shared and individual goals, and who are eager to do their best for their own personal success and the organization overall success.

Conduct Frequent Team Check-Ins One of the simplest, yet most powerful, things you can do to create a motivational environment is conduct frequent check-ins with your sales team. While part of these check-ins should be asking about progress, leads, and other essential parts of the sales teams job, the goal is also to check-in with your people as people. Ask them what they need, what ideas they have for maximizing opportunities, what’s working, and what can be improved. Let your people know that these check-ins are a time to discuss ideas, voice concerns, and generally get the sales team and management on the same page. They are not punitive or a type of evaluation – they are so that you are all working together, and so that everyone has what they need to succeed. You can use these check-ins as a time to voice your confidence in your team and pump them up, which is key to motivation. You might conduct weekly check-ins, or schedule them less frequently depending on what your team needs. Ask your sales team how often they’d like to check in, as well as whether they prefer to meet in person or to check-in via phone or conference call.

Train Your Team Team members who are not properly trained cannot be expected to succeed! Invest time and resources in training your sales team in your organizations’ best sales practices. And training should not end with the onboarding process. Offer frequent trainings, whether internal or external, on new sales practices, new technology, and new skills that can help your sales team members maximize their skills and succeed. An environment in which people are given continuous opportunities to grow and develop in one in which people are motivated. Because your team sees the organization investing in them through training and skill building, they are likely to be more invested in their roles and in the organization. Find ways to continuously offer new and exciting trainings to keep your sales team engaged.

Emulate Best Practices Emulating the best practices of industry leaders is another key way to motivate your sales team. Look to organizations that have successful, engaged sales teams. What are they doing? How do they motivate their teams? How do they reward them? Spending time reading about these organizations and even asking management within them can help you home in on a handful of best practices to implement in your organization. Some best practices might include:      

Frequent communication Personalized rewards Recognition of successes Incentives for individuals Incentives for groups Continuous training and development

One Size Does Not Fit All! Not all people are motivated by the same things, nor are all teams motivated by the same things. It is vital to keep this in mind as you seek to motivate your team. Get to know them, as a team and as individual team members. Talk to them about what motivates them, what their goals are, and what excites them. To properly motivate your team, you will likely need to come up with a variety of strategies. A best practice many organization use when motivating employees is to tailor the motivation or reward to the individual – that way you can tap into what motivates him or her rather than offering a motivation that really doesn’t inspire or excite.

Case Study Helen had just taken over management of the sales team, and was going over the last quarter’s reports. Sales were steady, but they hadn’t grown much over the last year. Even existing clients were placing orders of about the same size, not purchasing more. She decided to call a meeting with the sales team to talk about what was happening and what they might do to increase sales in the next quarter. Hakeem, the lead sales rep, told Helen that their previous manager had been satisfied as long as they didn’t lose sales from quarter to quarter. So people mostly kept to their client lists and were satisfied with making their quotas. “What would get you excited about sales again?” Helen asked. The team members said that they wished they could see some appreciation for bringing in a new client or increasing sales. They got commissions, but those checks only came once a quarter. Helen spent time talking to the team about what would motivate them. She also agreed to meet with them once a week to check in, to see what they needed and how she could help.

Module Two: Review Questions 1. Which of the following is true of check-ins with your sales team? a. b) c) d)

They are not needed unless something major changes They are a chance to punish poor sales They should not be done They should be frequent and focused on motivation

2. How often should you conduct sales team check-ins? a) b) c) d)

Yearly As often as the team agrees is appropriate Daily Quarterly

3. How can training motivate a sales team? a) b) c) d)

All of these It equips them with new skills It shows that the organization invests in them It can reinvigorate interest in the job

4. What type of trainings should you offer your sales team? a) b) c) d)

New sales techniques New technology All of these New interpersonal skills

5. What should you emulate in order to motivate your team? a. Strict management b) Best practices of industry leaders c) Hands off management d) Competition 6. Which of the following is a best practice for motivating sales teams? a) b) c) d)

Tailoring rewards to individuals Recognizing successes Offering opportunities for growth All of the above

7. Which is NOT true of motivation? a) b) c) d)

People are all motivated by the same rewards People are motivated by different things Rewards may need to be tailored to the individual None of these

8. Which of the following is true of tailoring motivation to the individual? a) b) c) d)

It is a best practice for motivating sales team members It allows you to tap into each person’s motivation It recognizes that people are motivated by different things. All of these

9. What was true of the sales team’s last quarter sales? a) b) c) d)

They had stayed steady but not grown They had dropped off slightly They had risen dramatically None of these

10. Who explained to Helen what the previous management had been like? a) b) c) d)

Her boss Her secretary The lead sales rep None of these

Instructor Guide Sample On the following pages is a sample module from our Instructor Guide. It provides the instructor with a copy of the material and a Lesson Plans box. The key benefit for the trainer is the Lesson Plan box. It provides a standardized set of tools to assist the instructor train that particular lesson. The Lesson Plan box gives an estimated time to complete the lesson, any materials that are needed for the lesson, recommended activities, and additional points to assist in delivering the lessons such as Stories to Share and Delivery Tips.

Enthusiasm is excitement with inspiration, motivation, and a pinch of creativity. Bo Bennett Sample Module: Create a Motivational Environment Motivation isn’t just an intrinsic drive, nor is it the application of an external force at specific times. Motivation is something that exists in our environments. An environment that is not motivational promotes stagnation, procrastination, and poor morale. On the other hand, creating a motivational environment leads to team members who are excited about what they do, are fire up to work towards shared and individual goals, and who are eager to do their best for their own personal success and the organization overall success.

Conduct Frequent Team Check-Ins One of the simplest, yet most powerful, things you can do to create a motivational environment is conduct frequent check-ins with your sales team. While part of these check-ins should be asking about progress, leads, and other essential parts of the sales teams job, the goal is also to check-in with your people as people. Ask them what they need, what ideas they have for maximizing opportunities, what’s working, and what can be improved. Let your people know that these check-ins are a time to discuss ideas, voice concerns, and generally get the sales team and management on the same page. They are not punitive or a type of evaluation – they are so that you are all working together, and so that everyone has what they need to succeed. You can use these check-ins as a time to voice your confidence in your team and pump them up, which is key to motivation. You might conduct weekly check-ins, or schedule them less frequently depending on what your team needs. Ask your sales team how often they’d like to check in, as well as whether they prefer to meet in person or to check-in via phone or conference call.

Estimated Time

8 minutes

Topic Objective

Introduce the concept of frequent check-ins Checking In

Topic Summary

Discuss the concept of using frequent check-ins to help motivate team members

Materials Required

Flipboard/chart and markers

Planning Checklist

None

Recommended Activity

As a group, discuss ways that check-ins can be used to motivate sales team members. Brainstorm ideas and list these on the board.

Stories to Share

Share any personal or relevant stories.

Delivery Tips

Invite individual participants to share their nightly routines.

Review Questions

How can frequent check-ins be used to help motivate your sales team?

Train Your Team Team members who are not properly trained cannot be expected to succeed! Invest time and resources in training your sales team in your organizations’ best sales practices. And training should not end with the onboarding process. Offer frequent trainings, whether internal or external, on new sales practices, new technology, and new skills that can help your sales team members maximize their skills and succeed. An environment in which people are given continuous opportunities to grow and develop in one in which people are motivated. Because your team sees the organization investing in them through training and skill building, they are likely to be more invested in their roles and in the organization. Find ways to continuously offer new and exciting trainings to keep your sales team engaged.

Estimated Time

8 minutes

Topic Objective

Introduce the concept of training to motivate.

Topic Summary

Discuss the concept of training to motivate.

Materials Required

01-Train to Motivate

Planning Checklist

None

Recommended Activity

Complete the worksheet individually. Share answers with the class if desired.

Stories to Share

Share any personal or relevant stories.

Delivery Tips

Encourage everyone to participate.

Review Questions

How can training help motivate your sales team?

Emulate Best Practices Emulating the best practices of industry leaders is another key way to motivate your sales team. Look to organizations that have successful, engaged sales teams. What are they doing? How do they motivate their teams? How do they reward them? Spending time reading about these organizations and even asking management within them can help you home in on a handful of best practices to implement in your organization. Some best practices might include:      

Frequent communication Personalized rewards Recognition of successes Incentives for individuals Incentives for groups Continuous training and development

Estimated Time

8 minutes

Topic Objective

Explore some best practices for motivating sales teams Best Practices

Topic Summary Explore some best practices for motivating sales teams Materials Required

Flipboard/chart and markers

Planning Checklist

Bring in some examples of best practices from organizations that have highly successful sales teams

Recommended Activity

Have the class reflect on the best practices you present. Then, brainstorm best practices they might emulate. List these on the board.

Stories to Share

Share any personal relevant stories.

Delivery Tips

Encourage everyone to participate.

Review Questions

How can emulating best practices help motivate sales team members?

One Size Does Not Fit All! Not all people are motivated by the same things, nor are all teams motivated by the same things. It is vital to keep this in mind as you seek to motivate your team. Get to know them, as a team and as individual team members. Talk to them about what motivates them, what their goals are, and what excites them. To properly motivate your team, you will likely need to come up with a variety of strategies. A best practice many organization use when motivating employees is to tailor the motivation or reward to the individual – that way you can tap into what motivates him or her rather than offering a motivation that really doesn’t inspire or excite.

Estimated Time

8 minutes

Topic Objective

Introduce the concept of personalizing motivation One Size Does Not Fit All!

Topic Summary Consider ways in which motivation can be tailored. Materials Required

Flipchart/board and marker

Planning Checklist

None

Recommended Activity

Have the class discuss the things that motivate them. Brainstorm ideas for individualized motivation. List these on the board.

Stories to Share

Share any personal, relevant stories.

Delivery Tips

Encourage everyone to participate.

Review Questions

Why is it important to employ a variety of motivational techniques?

Case Study Helen had just taken over management of the sales team, and was going over the last quarter’s reports. Sales were steady, but they hadn’t grown much over the last year. Even existing clients were placing orders of about the same size, not purchasing more. She decided to call a meeting with the sales team to talk about what was happening and what they might do to increase sales in the next quarter. Hakeem, the lead sales rep, told Helen that their previous manager had been satisfied as long as they didn’t lose sales from quarter to quarter. So people mostly kept to their client lists and were satisfied with making their quotas. “What would get you excited about sales again?” Helen asked. The team members said that they wished they could see some appreciation for bringing in a new client or increasing sales. They got commissions, but those checks only came once a quarter. Helen spent time talking to the team about what would motivate them. She also agreed to meet with them once a week to check in, to see what they needed and how she could help.

Estimated Time

5 minutes

Topic Objective

Outline the Create a Motivational Environment case study. Case study

Topic Summary Discuss ways to create an environment that is motivational. Materials Required

None

Planning Checklist

None

Recommended Activity

Discuss the outcome of the case study.

Stories to Share

Share any personal, relevant stories.

Delivery Tips

Encourage everyone to participate.

Review Questions

What did Helen do to start creating a more motivational environment?

Module Two: Review Questions 1. Which of the following is true of check-ins with your sales team? a) b) c) d)

They are not needed unless something major changes They are a chance to punish poor sales They should not be done They should be frequent and focused on motivation

Regular check-ins can be a great way to motivate sales team members. Keep the focus positive on what can motivate the team. 2. How often should you conduct sales team check-ins? a) b) c) d)

Yearly As often as the team agrees is appropriate Daily Quarterly

Check-ins should be frequent, but this may mean different things for different teams. Set a schedule that works for you and for the team. 3. How can training motivate a sales team? a) b) c) d)

All of these It equips them with new skills It shows that the organization invests in them It can reinvigorate interest in the job

Training is a great motivator. It shows organizational investment, which may make sales team members more invested in their jobs. It also equips people with new skills for success. 4. What type of trainings should you offer your sales team? a) b) c) d)

New sales techniques New technology All of these New interpersonal skills

Don’t just focus on sales techniques when training your sales team. Also offer trainings on new technology and new interpersonal skills.

5. What should you emulate in order to motivate your team? a) b) c) d)

Strict management Best practices of industry leaders Hands off management Competition

Emulate the best practices of industry leaders. This can help create a motivational environment for your sales team. 6. Which of the following is a best practice for motivating sales teams? a) b) c) d)

Tailoring rewards to individuals Recognizing successes Offering opportunities for growth All of the above

There are many best practices you can emulate in motivating your sales team. These include offering regular rewards, tailoring rewards to individuals, recognizing successes, and offering opportunities for growth and learning. 7. Which is NOT true of motivation? a) b) c) d)

People are all motivated by the same rewards People are motivated by different things Rewards may need to be tailored to the individual None of these

People are not all motivated by the same things. Take the time to discover what motivates your team members. 8. Which of the following is true of tailoring motivation to the individual? a) b) c) d)

It is a best practice for motivating sales team members It allows you to tap into each person’s motivation It recognizes that people are motivated by different things. All of these

Don’t be afraid to tailor rewards to individuals. People are motivated by different things!

9. What was true of the sales team’s last quarter sales? a) b) c) d)

They had stayed steady but not grown They had dropped off slightly They had risen dramatically None of these

Helen noticed that the sales had stayed steady but not grown. She was eager to motivate the team to grow sales. 10. Who explained to Helen what the previous management had been like? a) b) c) d)

Her boss Her secretary The lead sales rep None of these

Hakeem explained the previous management strategy to Helen. He was the lead sales rep.

Activities During the facilitation of a lesson Worksheet or Handout may be utilized to help present the material. If a lesson calls for a Worksheet or Handout it will be listed in the Lesson Plan box under Materials Required. The trainer can then utilize the Activities folder for the corresponding material and then provide it to the participants. They are all on separate Word documents, and are easily edited and customized. Below you will see the Worksheets or Handouts that are utilized during the training of the above lesson. They are located in the Activities folder and can be easily printed and edited for the participants.

Sample Worksheet: Training to Motivate In this space, reflect on how training opportunities can be used to motivate sales team members. How can learning new skills and techniques motivate people to succeed? _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________

Quick Reference Sheets Below is an example of our Quick reference Sheets. They are used to provide the participants with a quick way to reference the material after the course has been completed. They can be customized by the trainer to provide the material deemed the most important. They are a way the participants can look back and reference the material at a later date. They are also very useful as a take-away from the workshop when branded. When a participant leaves with a Quick Reference Sheet it provides a great way to promote future business.

Motivating Your Sales Team Emulate Best Practices Emulating the best practices of industry leaders is another key way to motivate your sales team. Look to organizations that have successful, engaged sales teams. What are they doing? How do they motivate their teams? How do they reward them? Spending time reading about these organizations and even asking management within them can help you home in on a handful of best practices to implement in your organization. Some best practices might include:      

Frequent communication Personalized rewards Recognition of successes Incentives for individuals Incentives for groups Continuous training and development

Choose 1-3 Motivators As you work to discover what each employee finds motivational, ask him or her to list 1-3 things that are the most motivating. This helps the team member get clear about what will best motivate him or her, and gives you some options when planning motivations and rewards. It may be difficult for an individual to narrow the list down to just 3 items, but this is a good number to shoot for. Ask the person to reflect on his or her goals and values when coming up with these items. Common items may include    

Tangible rewards, such as certificates or trophies Recognition Financial rewards such as raises or bonuses Time off or other rewards of free time

Reward Achievements A motivational culture is one in which achievements are regularly recognizes. One reason it is key to discover what motivates individual employees is so that achievements can be properly recognized. In addition to the goals that you and the employee set together, take time to recognize achievements throughout the quarter or year. Provide rewards that are in line with the things that the employee has told you motivate him or her. Some achievements worth recognizing among your sales team might be:     

Landing a new client Exceeding a sales goal Completing a training Giving a presentation to peers Presenting at a conference

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Certificate of Completion Every course comes with a Certificate of Completion where the participants can be recognized for completing the course. It provides a record of their attendance and to be recognized for their participation in the workshop.

CERTIFICATE OF COMPLETION [Name] Has mastered the course Motivating Your Sales Team Awarded this _______ day of __________, 20___

Presenter Name and Title

PowerPoint Sample Below you will find the PowerPoint sample. PowerPoint slides are a great tool to use during the facilitation of the material; they help to focus on the important points of information presented during the training.

Full Course Table of Contents Preface ..............................................................................................................................................7 What is Courseware? ................................................................................................................................ 7 How Do I Customize My Course? .............................................................................................................. 7 Materials Required ................................................................................................................................... 9 Maximizing Your Training Power .................................................................................................................. 9 Module One: Getting Started ........................................................................................................... 11 Housekeeping Items................................................................................................................................ 11 The Parking Lot ....................................................................................................................................... 12 Workshop Objectives .............................................................................................................................. 12 Module Two: Create a Motivational Environment ............................................................................. 13 Conduct Frequent Team Check-Ins ......................................................................................................... 13 Train Your Team...................................................................................................................................... 14 Emulate Best Practices ........................................................................................................................... 15 One Size Does Not Fit All! ....................................................................................................................... 15 Case Study............................................................................................................................................... 16 Module Two: Review Questions.............................................................................................................. 18 Module Three: Communicate to Motivate ....................................................................................... 21 Regular Group Meetings......................................................................................................................... 21 Regular One on One Meetings ................................................................................................................ 22 Focus on Strengths and Development Areas .......................................................................................... 23 Ask for Feedback ..................................................................................................................................... 24 Case Study............................................................................................................................................... 26 Module Three: Review Questions ........................................................................................................... 29 Module Four: Train Your Team ......................................................................................................... 29 Focus on Training and Development ...................................................................................................... 29 Peer Training........................................................................................................................................... 30

Mentoring ............................................................................................................................................... 31 Keep the Focus Positive! ......................................................................................................................... 31 Case Study............................................................................................................................................... 32 Module Four: Review Questions ............................................................................................................. 34 Module Five: Emulate Best Practices ................................................................................................ 37 Look to Industry Leaders ......................................................................................................................... 37 Solicit Team Member Suggestions .......................................................................................................... 38 Take a Field Trip! .................................................................................................................................... 39 Leverage Outside Expertise..................................................................................................................... 39 Case Study............................................................................................................................................... 40 Module Five: Review Questions .............................................................................................................. 42 Module Six: Provide Tools ................................................................................................................ 45 The Right Tools ....................................................................................................................................... 45 Ask Team Members What Tools They Need ........................................................................................... 46 Provide High Quality Tools...................................................................................................................... 47 Allow for Training ................................................................................................................................... 47 Case Study............................................................................................................................................... 48 Module Six: Review Questions ................................................................................................................ 50 Module Seven: Find Out What Motivates Employees ........................................................................ 53 One Size Does Not Fit All! ....................................................................................................................... 53 Find Out What Motivates Individuals ..................................................................................................... 54 Discover What Motivates the Team ....................................................................................................... 54 Tailor Rewards to Employees.................................................................................................................. 55 Case Study............................................................................................................................................... 56 Module Eight: Tailor Rewards to the Employee ................................................................................. 59 Motivation is Personal! ........................................................................................................................... 59 Choose 1-3 Motivators............................................................................................................................ 60

Employee’s Personal Goals ..................................................................................................................... 61 Reward Achievements ............................................................................................................................ 61 Case Study............................................................................................................................................... 62 Module Eight: Review Questions ............................................................................................................ 64 Module Nine: Create Team Incentives .............................................................................................. 67 Incentives Foster Teamwork ................................................................................................................... 67 Team Goals ............................................................................................................................................. 68 Choose 1-3 Motivators............................................................................................................................ 69 Reward Achievements ............................................................................................................................ 70 Case Study............................................................................................................................................... 71 Module Nine: Review Questions ............................................................................................................. 72 Module Ten: Implement Incentives .................................................................................................. 74 Regular Incentives................................................................................................................................... 74 Mark Milestones ..................................................................................................................................... 75 Encourage Friendly Competition............................................................................................................. 76 Keep the Value Reasonable .................................................................................................................... 77 Case Study............................................................................................................................................... 77 Module Ten: Review Questions .............................................................................................................. 79 Module Eleven: Recognize Achievements ......................................................................................... 82 Recognition Motivates! .......................................................................................................................... 82 Recognize Achievements Regularly ........................................................................................................ 83 Recognize Achievements Publically ........................................................................................................ 84 Document Achievements ........................................................................................................................ 84 Case Study............................................................................................................................................... 85 Module Eleven: Review Questions .......................................................................................................... 87 Module Twelve: Wrapping Up .......................................................................................................... 89 Words from the Wise .............................................................................................................................. 89

Review of Parking Lot ............................................................................................................................. 89 Lessons Learned ...................................................................................................................................... 90 Completion of Action Plans and Evaluations .......................................................................................... 90