The answer to that question begins by asking yourself another question; do you have the right person in the job of sales manager.

Are they a leader or were they simply your best sales person? Do they have real leadership skills? Sometimes rejuvenating your sales force requires a change in leadership. It may even require a change in the sales force; the development of a documented sales strategy or even just a simple territorial restructuring.

However, before you get radical, ask yourself the following questions;

Have you supplied leadership training for your sales manager?

Have you provided any coaching or mentoring to support the sales managers efforts?

Do you get involved in supporting the sales strategy?

Does your human resource department support a formalized program for new sales recruits?

Do you show participative support in quarterly or semiannual sales meetings?

Is the sales force held accountable – do they have scorecards?

Is the sales manager held accountable beyond what I call the statistical disappointment review via e-mail?

Is your sales force trained in value selling?

Do they really understand what it means to be a total solution provider?

Sometimes going back to the basics is part of the answer to rekindling the passion. That means revisiting best practice in all areas including targeting, goal setting, customer profiling and action planning.

 Some of your sales people may have forgotten and some of them may have never known the principles

 Selling is a profession that requires Professional Leadership.

Managing a group of professionals with the type of personalities required to succeed in sales is no easy task. So if you have done everything possible to support, educate and train your sales manager and you just can't rekindle that passion, you may have to change sales managers.

Rick Johnson, expert speaker, wholesale distribution's "Leadership Strategist", founder of CEO Strategist, LLC a firm that helps clients create and maintain competitive advantage. Need a speaker for your next event, E-mail rick@ceostrategist.com.  Don't forget to check out the Lead Wolf Series that can help you put more profit into your business.