Keep Your Sales Team Motivated!

Screen Shot 2016-03-21 at 10.05.04 PM.pngSales professionals are often ambitious and driven, and they value freedom and independence in their jobs. However, their motivation can plummet if you don’t make your expectations clear, or if you fail to communicate performance goals and metrics.

Motivating and Managing Your Sales Team

1. Lead by Example

Think about the behaviors or habits that you want to encourage, and make sure that you demonstrate these regularly. It’s important to embody these values, if you want your team to follow your lead. For example, always act with honesty and integrity , and make sure that you arrive on time for team meetings.

2. Build Good Work Relationships

Your team members might compete with one another, but they can still have good working relationships .

Healthy relationships offer many benefits: higher team morale, increased productivity, greater collaboration, and more freedom to focus on opportunities.

Good relationships also make it easier for teams to reach an agreement on group decisions.To build stronger relationships, create opportunities for people to get to know one another outside work , and allow some time for socializing during office hours. For example, you could encourage informal conversations before meetings, take your team out for lunch, or arrange other social events. These small steps help to build the foundation for great working relationships.

3. Understand Your People’s Personalities

To manage your team members effectively, make sure that you understand their individual strengths. This understanding will help you to customize your motivation and reward strategies.

What are their greatest strengths and weaknesses? What motivators have worked for them in the past? And what do they care most about now?

4. Tailor Rewards and Motivators

Each of your team members is unique, and they’re likely to be motivated by different things. For example, one person might crave recognition from top leaders in the organization, while another might prefer an extra day off to spend time with their family.

Possible motivators could include the following:

  • Bonus and commission checks.
  • Paid time off.
  • Further training, or advanced career development.
  • Learning or certification opportunities.
  • Paid attendance at an upcoming trade conference, or membership in a prestigious business group.
  • Small gifts.
  • New leads, or a new territory.

Finally, keep things simple. Ask each person on your team what he or she wants most. What they say might surprise you!

5. Create Competition

Take advantage of your team members’ natural competitiveness, and encourage healthy competition as a way to engage your people, boost morale, and make work more fun. Competitions are also excellent for improving performance during slow periods.

Focus the contest on a strategic business goal that you all need to meet. Devote a wall in the office to the competition, and post news about wins, display real-time updates and standings, and celebrate achievements.

To make the competition interesting and valuable, offer a small prize or reward. Ask your team members what they would like to receive, or use your own judgment to come up with something creative.

Finally, keep things simple. Ask each person on your team what he or she wants most. What they say might surprise you!

Good sales teams are made up of driven, ambitious professionals. And, while it’s tempting for sales managers to focus on numbers, it takes a lot more to motivate and manage a team of salespeople effectively.


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