How to Motivate Your Sales Team
Rajni Sheth
January 09, 2008
Keeping the sales team motivated is a challenge for any employer. The aggressive marketing that some companies do makes it necessary for rivals to keep themselves in toes. Hiring the right sales team is critical to the overall impact and targets that are met annually. A good sales man loses hope if he is not motivated, services not recognised without a good salary. To have a good team, first do your job.
1. Hire the right sales men. They should have experience and knowledge of the products they represent. They have to be well equipped.
2. Hire someone also if he is not very experienced but is a willing learner on the job.
3. Challenge should be a good motivator to a smart sales man.
4. He should be aware of what competition is offering.
5. He should be able accept failure and rejection professionally and make up for it.
6. Reward the sales team when they do a good performance.
Having a personal rapport-one on one, helps managers to understand the team better. Rather than dividing them and setting them against each other, managers ought to bring them closer to form buddy relationships. Handling men and women in a sales force can be quite a challenge for some employers. With women contributing a lot to marketing and sales, men feel threatened. A balanced employer will not differentiate between the genders while working in or outside the office. When all portfolios and departments are demarcated it becomes easier for each one to perform within chosen parameters. It creates less confusion and performance is better. Weekly meetings can become better with staff if they are surprised with gifts, visual treats during meetings.
It does not take long for the entire sales team to revolt if the employer does not appreciate their woes. If demands are within reasonable limits, they should be met. There are many opportunities for young sales people to make a mark professionally. Once an employee is lost it becomes difficult to hire and train another one. Giving sales people incentives by way of higher commission is a normal practice in some companies. Remember the sales team is the interface of your company.
Beyond all the advertising and sales gimmicks they are ones who will eventually translate the figures of profit and loss. They need to be treated with respect. Sometimes a simple thank you and a card is enough as a thoughtful gesture to motivate the employee. Depending on the age, experience and quantum of work done the employer can motivate the sales staff appropriately. Do not differentiate between employees while rewarding their performance. It could be detrimental to their psyche. After all, a loyal employee big or small will hardly react openly. But it will affect the performance later. This would also affect the performance of team members. Keep the sales force inspired by setting an example yourself. This will be the biggest motivator, not the quotations that you stick on the soft board in their cabin.
More on Team Building Activities and Motivation.
1. Hire the right sales men. They should have experience and knowledge of the products they represent. They have to be well equipped.
2. Hire someone also if he is not very experienced but is a willing learner on the job.
3. Challenge should be a good motivator to a smart sales man.
4. He should be aware of what competition is offering.
5. He should be able accept failure and rejection professionally and make up for it.
6. Reward the sales team when they do a good performance.
Having a personal rapport-one on one, helps managers to understand the team better. Rather than dividing them and setting them against each other, managers ought to bring them closer to form buddy relationships. Handling men and women in a sales force can be quite a challenge for some employers. With women contributing a lot to marketing and sales, men feel threatened. A balanced employer will not differentiate between the genders while working in or outside the office. When all portfolios and departments are demarcated it becomes easier for each one to perform within chosen parameters. It creates less confusion and performance is better. Weekly meetings can become better with staff if they are surprised with gifts, visual treats during meetings.
It does not take long for the entire sales team to revolt if the employer does not appreciate their woes. If demands are within reasonable limits, they should be met. There are many opportunities for young sales people to make a mark professionally. Once an employee is lost it becomes difficult to hire and train another one. Giving sales people incentives by way of higher commission is a normal practice in some companies. Remember the sales team is the interface of your company.
Beyond all the advertising and sales gimmicks they are ones who will eventually translate the figures of profit and loss. They need to be treated with respect. Sometimes a simple thank you and a card is enough as a thoughtful gesture to motivate the employee. Depending on the age, experience and quantum of work done the employer can motivate the sales staff appropriately. Do not differentiate between employees while rewarding their performance. It could be detrimental to their psyche. After all, a loyal employee big or small will hardly react openly. But it will affect the performance later. This would also affect the performance of team members. Keep the sales force inspired by setting an example yourself. This will be the biggest motivator, not the quotations that you stick on the soft board in their cabin.
More on Team Building Activities and Motivation.
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