A company is nothing if not a sum of its parts and the ability to manage these ‘parts’ will determine how successful the company will be. An employee should work efficiently only if they get motivation rom higher level. Often companies invest in superficial methods to motivate their sales team which unsurprisingly yields little to no results.
It is particularly tricky to motivate a sales team as they face a very unique set of challenges which are often a result of the external market environment. Customers may not want to close a deal, or perhaps the presence (or absence) of certain features may make the product more difficult to sell. In these cases, it is very difficult to keep up confidence and continue selling with the same level of enthusiasm. Managers should understand this, and find ways to encourage salespeople to try again and reassure them of their talents.
There are many ways one could go about doing this, but here are five quick tips to motivate your sales team.
1. Set Goals
There is nothing new or unusual about setting goals. Keep in mind that these goals must be SMART, a clever acronym for Specific Measurable Achievable Realistic Time-bound. The company will of course set goals for every sales reps. It is equally important that sales reps set goals for themselves. These personal goals are more valuable as a sense of accountability. Every employee can assess their performance and make predictions, therefore no one can create goals that perfectly fit an employee except the employees themselves.
2. Use both Intrinsic and Extrinsic Motivators
Commissions should given to sales reps to motivate them. However, to truly motivate a person, financial rewards alone will be inadequate. Commissions are expected and should be provided. Although adding a few intrinsic motivators won’t do any harm. These intrinsic motivators could be giving high performers the recognition they deserve, a day off, a free dinner, or any other creative reward.
3. Opportunities for Advancements
Employees work better when they know the company has their best interests at heart. If they do not feel a sense of attachment towards the company they may be uncertain about its success or failure. By letting them know that their hard work could pay off in the long in the form of promotion and freedom, you are letting them know that the company is investing in them just as much as they are investing in the company. This helps to motivate your sales team.
4. Encourage Collaborations between Teams
If you follow the cycle of a new product in a company, the salespeople will most likely only contribute in the very last phase, which is when they have to sell the product to the customer. This may lead to them not understanding or not believing in the end product that they have to sell. By encouraging all the departments to collaborate closely and work together, they will all see the part they play in creating and selling the product. Additionally, the other teams will benefit from hearing suggestions from the sales team which is often derived from customer suggestions.
Playing games increases the dopamine levels in our systems, which encourages us to continue playing and continue winning. By gamification the sales process, sales reps get immediate rewards for even their smallest accomplishments. And this will feel motivated to work harder and score higher for them. Companies can create a ranking system to recognize the highest scoring sales rep. The ranking system lets employees know that they will be recognized for outperforming others. And this will create a friendly competition between them. This helps to motivate your sales team.
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