Individual Sales Motivation: The sales leader can motivate himself to sell. Model includes 6 basic sales competencies.

• Sales plan development
• Self-discipline
• Resistance and durability
• Implementing Sales Plan
• Positive Energy
• Success-orientation

Customer Motivation: The sales leader is able to motivate the customer to purchase. Includes 6 basic competencies.

• Understanding customer needs
• Preserving speech-listening balance
• Asking questions
• Create an option for a customer
• Balancing process-result orientation
• Entrepreneurial spirit for new opportunities

Expected competencies at this stage from a successful sales leader;

• Preserving self-discipline and not giving up in the face of challenges and objections he/she faced
• To find and focus on the elements that will motivate her/him again in cases where her/his personal motivation has declined by using her/his positive energy
• To act with success orientation without lowering her/his tempo
• Being there for her/his customer with a result-oriented attitude

At this stage, it is expected from a successful sales manager;

• Asking questions to understand the customer’s needs correctly
• Giving customer the right to speak and listen to the customer while preserving speech-listen balance
• Redirecting customer to make the right decisions by making the customer a part of the solution
• Creating options to provide mutual benefit with the products and services she/he offers and
• She/he should be able to be patient and flexible to balance her/his process and result orientation in order to close the sale.

• Making phone calls with customer (which is first contact)
• Making appointments
• Making visits in line with visit plans
• Preparation of proposals at customer’s request
• Following proposals in order to be converted to sales
• Closure of the sale

• Sales Leader needs to keep in his/her mind to create a new sales opportunity at every stage. 
• Therefore Entrepreneurial Spirit is a key for Sales Leader’ success.