In order to learn how to motivate your sales team, you must first be able to identify them. What traits or characteristics do your best sales people have? What makes them tick? Are they good at closing deals and pushing the right buttons, or are they timid and uncomfortable when dealing with customers?
Identifying your best sales people is the key to learning how to motivate your sales team. It’s okay to bring in newbies and long-term veterans into your team; you just need to make sure that the individuals you choose are on the same page as you. Your sales reps will be relying on your feedback to help them decide what products to push and how to close more deals. If they’re on the same page, your sales team will have an easier time communicating with each other about which prospect they should call based on their unique selling proposition and personal preferences. They’ll also have a clearly defined path to follow as they try to close new deals.
Once you know who your top salespeople are, start taking steps toward how to motivate them. Every day, spend at least ten minutes alone with each of your sales team reps. Make it something they look forward to, and don’t lavish too much praise or attention on the individual who will be working with them. Just observe how they do in the ten minutes or so that you’ll be spending with them each day.
Ask them questions about how the day went and about how the process went. After each meeting, record how each of your reps responded to the question and what type of response they gave. This will give you an idea about how to proceed with your next meeting and help you learn how to motivate your sales team. Use these notes as a resource for future meetings and activities.
When your sales reps aren’t meeting goals or exceeding your expectations, find out why. Is there a specific issue or concern? How is it affecting your overall strategy? With this information, you can better prepare your team for upcoming meetings and increase their willingness to work towards agreement.
Encourage open communication between your sales reps so that they can voice their concerns. You may find that there is a certain individual in your organization or business that drives your sales team to be more productive. Find out what you can do to make them feel more included. Try running a simple contest or giving them a small cash bonus for reaching their targets.
Encourage them to develop their self-leadership skills. Even if they aren’t advancing in their position, your sales team members can demonstrate their ability to effectively lead by setting reasonable goals and managing their time wisely. Show them how to set short-term and long-term goals for the company, as well as daily and weekly goals. For example, if you want to see sales during the weekend, give your team a day of focus, such as a seminar or training session. On days when there are fewer appointments, they can get together and plan a fun activity. These are simple ideas that will show them how to set reasonable goals and manage their time wisely.
Once your sessions have succeeded in helping your reps meet all of their short-term and long-term goals, reward them with some tangible material rewards. Some companies offer daily pizza or koozies at the end of a meeting, while others provide small gift certificates to local restaurants. If you provide food as a reward, be sure to track how it helps your sales staff advance. Using how to motivate your sales team sessions as a guide, you can ensure that they always feel encouraged to continue to work hard for you.