How to Motivate Your Sales Team?
Sales are one of the most challenging environments. The sales team of any organization has to bear a lot of pressure. From achieving annual targets to handling the pressure and work-life balance, there’s a lot going on. No doubt, the success of any organization largely depends on its sales team.
A sales executive
establishes a trust factor between the organization and its customers. It is a
well-known fact that it’s trust which enables a customer to purchase any
service or product. However, this whole process of purchasing any service or
product passes through many time-consuming and at times, tiring phases. Thus,
timely motivation and rewarding the efforts boost up the spirit of the team and
push them to move forward.
Continuous NO is
surely frustrating and can bring the morale down. If the sales team is fully
motivated irrespective of NO, the team will sail through any
challenging ocean. But if the sales team is losing energy, the way to success is
long and the target is invisible. So, as a sales head or manager, one can take
some concrete steps to help the sales team stay focused and goal-oriented.
Here are 5 steps that
a team leader can take to motivate the sales team:
1.
Reward your team’s efforts
The most important
thing is to acknowledge your team’s efforts and reward them timely. A little
appreciation may not matter to the organization that much but its results are
miraculous. Rewarding can be done in monetary form or can also be trips,
shopping vouchers, and several other practices can be performed. Even the team
leader can personally ask the sales representatives about their choices. This
further builds up trust within the team and the organization. Sales reps will
also believe the organization also takes care of their needs and it doesn’t
just push them to work all the time.
2.
Discuss challenges and bring the solution
As a team leader, you
will have to sit with your team and discuss the challenges your team is facing.
Maybe a sales rep is going through some tough phase in his/her life and your
job here is to support the person. Moreover, you as a team leader have to bring
the solution to the problems your team encounters. Once you identify the
problem, you need to bring actionable solutions so that your sales team can
implement them and move ahead. Regular meetings can foster a healthy
environment.
3.
Set timely targets
Though working on
annual targets is always a responsibility, however giving short goals also
boosts the spirit of the sales team. Further, ensure that the goals are
scalable so that your team doesn’t consider it as an extra burden on them.
These goals could be weekly, bimonthly, or monthly. This also brings positive
engagement within the team. Moreover, these goals don’t have to be around
sales; instead, these could be on meetings, emails, or calls.
4.
Open to growth opportunities
Everyone wants to grow
both personally and professionally. If your organization is open to providing
growth opportunities to your team, this practice enables the team to perform
more efficiently. Providing skill development training equips the sales team
with more confidence. Monthly sales & marketing training combined with fun
activities diffuses the pressure and creates room for more concrete activities.
5.
Building work relationships
It is evitable that if
your sales team has a good relationship with you, it is likely to perform more
efficiently. Mutual trust is a key motivator for your sales team. Always
remember that mutual trust is a two-way path and both have to step on it. A
healthy work relation further enhances esprit de corps.
One thing you have to remember is that your team members look upon you as a leader. So, if you look exhausted, this may not leave a good impact on your team’s energy. If you yourself aren’t able to solve a problem, if you yourself don’t engage with your team, this breaks down team spirit and leads to negative impacts on the targets. Your target is to push your team to go the extra mile while assisting them at every step they require your support. The sales team is the face of your company thus keeping them motivated lays a strong foundation for success.
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