In these challenging times, when morale may be low, as changes creep into an organisation and sales may take a down-turn, sales managers and directors need to take action, to keep their team’s motivation high.
Communicate with your sales team. Arrange weekly meetings where you keep your team updated on what is happening, what is coming up next, and what is expected from them. Share with them information on sales, deals in progress, the leads you have in hand. Communicate any organisational changes in person and not by email. Have an open and honest communication where people can share ideas without the fear of judgement. With this, the team will know that you are there to support them.
Get them into action..Involve your sales team in your projects. Get out of your office and together with your sales members go and close some deals. Since you are the leader, lead by example. By working and closing some business together help them achieve their revenue goals and boost your team’s motivation.
Set Monthly Goals. Following the budgeted sales set a monthly revenue goal. Customise each member’s bonus based on their individual production goal. This ensures everybody has a chance to win and thus will be motivated.
Recognise and Reward. Invest € 50 in some trophies. Create various categories such as “Most Improved this Month" or “Best Effort", or “Most deals," or “Most New Clients”, or any revenue related category. Ensure that everyone has a chance to win and hand out trophies at first sales meeting of each month. Recognition among peers is almost always more motivating and important than money. The winners get to keep their trophies on their desks for the month.
Provide the necessary tools for your team. Make available training; marketing materials, sales records, customer account information and the appropriate technology to your team, since a high performing team needs the tools do their job.
These are steps that build trust between the company and the sales team, which in turn creates a positive atmosphere which motivates hard work for success. Showing appreciation, when appropriate, with words like “Thank you” and “I value you” will build your team’s morale, to excel and achieve targets.
PeopleAchieve offers a range of training programmes to strengthen the performance of sales people. You can view details of the "The Fear Free Prospecting & Self-Promotion Workshop for Salespeople" in English by clicking here, and "The Power of Professional Selling" in Greek, by clicking here
