Motivating a Sales Team
Sales teams are the greatest asset within any business and motivation is one of the most important components to maintain sales success. When a team is motivated and eager to grow the business, there is nothing that cannot be achieved. But motivating your sales team every day can be challenging, so consider the following top tips to help your salespeople drive motivation through the roof.
The bedrock of motivation is trust. If your team doesn’t trust you and doesn’t believe you have their best interests at heart, it’ll be difficult for them to feel inspired and driven by their work. Managers should try to create trust and then maintain it by engaging with their team in a consistent, nurturing fashion. The best way to build trust is to be completely transparent and by simply discussing trust can be a great motivator.
SHOW YOUR APPRECIATION
If your team are not thanked or appreciated enough in the workplace, it will leave them feeling demotivated and uninspired. Appreciation can very often be a greater motivator than money, so always acknowledge the contribution of every employee. Positive reinforcement can shape behaviours at work and strengthen the feeling of doing a good job.
UNDERSTAND THEIR GOALS
You can’t motivate someone unless you know what drives them, so understand what each member of your team wants to accomplish in their personal and professional lives. This will not only show you the type of person they are but will also give you an insight into what motivates them the most.
ENCOURAGE HEALTHY LIVING
Stressing the importance of a balanced lifestyle will make a difference to your team’s motivation levels. Motivation will suffer when they’re not taking care of themselves. Your team’s results are influenced by, and will even depend on, consistent sleep, exercise and a healthy diet. Check out our tips on how to get a good nights sleep.
SET REALISTIC GOALS
It is pointless setting goals that offer false hope? Give your team small, incremental performance targets, rather than aiming them at an unrealistic one. One supports growth, and the other destroys morale. Just telling your salespeople to ‘sell more’ isn’t helpful. Instead, help them get focused on things within their control, and it will lead to more sales.
TRACK AND SHARE DAILY WINS
For one day, ask your team to carry a pen and paper and jot down every positive thing that happened, no matter how small. Maybe it was a positive interaction with a customer, a new prospecting tip they learned, a breakthrough their teammate had or a tentative “yes” from a prospect. Sharing small wins within the team multiplies the morale-boosting effect.
OFFER A REWARD
Ultimately, inspiring motivation is about establishing what makes your team go the extra mile. People who aren’t motivated won’t suddenly become top performers if you offer them £1,000 cash. Find out what makes them tick, and the ones who have the self-discipline and inner talent to work for a reward will shine.