Sales figures slumping, a team that lacks pizzazz and isn’t bringing home the right results, and sales executives who seem to be doing their own thing without any real success! A far too over-familiar tale that can stop the bell of business success and profits ringing loud and clear.
When the sales sparkle starts to dim it is time to shine the bright torch of motivation to recharge sales team power. Shed light on where sales achievements can be improved with our 7 Sales Team Motivation Tips.
- Empowerment: An effective sales manager gives executives powerful tools to enable them to tackle appointment setting, communication, and conversions to close each deal. Don’t pull the reins tighter if your sales team isn’t delivering but give them the freedom to succeed with the power to change.
- Reinforcement: Within one week of training, 80% of new skills are lost and 87% are lost within the first month. These statistics speak volumes about the effectiveness of one-time sales coaching. Training alone is not enough and as teams revert back to old habits, motivation is lost. Positive reinforcement acts as an incentive and works wonders on confidence and the self-esteem to win sales and influence sales teams.
- Accountability: Motivating your sales team is really about influencing their behavior. To do this you need to inspire a sense of responsibility. This means holding individuals to account, not through fear of unwanted consequences but by creating a real picture of sales and customer situations that they have to face up to and accept.
- Sales pipeline process: From first contact, through to information gathering, setting goals, and closing deals, there needs to be a recognized methodology to steer sales behavior. This acts as an anchor and allows for easier, faster progression, which are motivating factors.
- Mentoring: Alongside sales training and coaching of new sales systems and software, the role of a sales leader is to create an environment that is open. Growth and development fuel motivation and this is only possible if sales managers and executives have a transparent and real-world dialogue. A strong, clear sales system is the key to achieving better motivation.
- Workable CRMs: Customer Relationship Manager software, such as salesforce, is often not used effectively in sales departments. CRMs can produce lots of data, but don’t provide the framework for teams to see an active, 360 degree picture. In other words, they are under-used, can be limited, and simply don’t deliver. Executives often hide behind old-fashioned client relationship models too. To make CRMs workable, the sales process from start to finish needs to be added in a practical way that is easy-to-implement and manageable.
- Problem-solving: There is nothing as de-motivating as wasting time and effort. For sales teams on the front line, rollercoaster results that go up and down, slow burners, and talented but inefficient executives lead to motivation slumps and stagnating sales over time. Identifying problems is halfway to finding a solution.