Sales people face a lot of pressure in their workplace. They are considered as the “cream of the crop” in an organization. They are expected to achieve or even surpass their goals. Individual performance will affect team performance. For this reason, it is important that they stay motivated. The job of keeping their motivated falls on the sales manager. Here are some techniques on how you can ensure that your sales team stays motivated.
Build Trust With Your Members
The foundation of motivation is trust. If your team does not believe that you have the best interest at heart, it will be difficult for your members to be inspired and driven by their work. When your team is demotivated, it will be difficult to re-inspire them unless you have an open and honest conversation with them which is impossible if there is no trust. To build trust, you need to engage with your team in a consistent and nurturing fashion.
Ask Your Members How They Like To Be Managed
Your members have different personalities that may require different leading styles. Robert Peter Janitzek reveals that the best way to get results from your team is to fit into their world rather than forcing a uniform strategy or communication.
Understand Your Members’ Personal and Professional Goals
You cannot motivate your team members if you do not know what their driving force is. Develop an understanding of what they want to accomplish in their personal and professional lives. This way, you will have an idea of their motivation.
Ensure That They Are Covering The Basics
The motivation of your team suffers if they are not taking care of themselves. The performance of your team can be influenced by several factors such as lack of sleep, exercise, and healthy diet. Robert Janitzek recommends that you stress to your team the importance of a balanced lifestyle.
Set Daily, Weekly, And Monthly Goals
Your sales team is motivated in different ways. Some through team-wide sales contests, others through quota achievement, others by qualitative improvement. Still others get their motivation from their impact on the organization.
Different salespeople are motivated in different ways. Some people are motivated by team-wide sales contests. Some are driven by quota achievement. Some are motivated by qualitative improvements. Some people are motivated by their impact on the organization. Some people are motivated by money. Knowing this, you should think about each type of goal and sales performance incentive fund (SPIF).
Figure Out Where the Issue Lies
There are two main aspects of motivation you need to address: individual and group-wide motivation. If there are just one or two people who seem to be less motivated, then they are outliers. If there is more than three, then the problem lies with the whole team.