Sales Team Motivation

9 Foolproof Ideas 
to Motivate Your
Sales Force  

Sales Team Motivation: 3 sales execs in office

Nelson Mandela famously said, "It always seems impossible until it's done."  

A team is only as good as its leader motivates them to be. If you want to have your employees functioning at their best, then you need to put the right incentives in place and take steps to prevent them from burning out.

It all starts with finding the right sales team motivation. To learn how to motivate your employees to achieve more today and every day, read on for tips you may not have tried yet.

1. Host Team Building Events

Team building events are a great chance to get out of the office and get to know each other better. The more comfortable your employees are with each other, the better they will be able to communicate across the board.

That means that achieving your sales goals gets just a little easier. A secondary benefit of team building events is that it makes your employees feel valued making them want to do their best.

2. Create a Friendly Competition

Competitions in the workplace can breed the creation of factions and an us versus them mentality that isn't healthy in a sales force. But there are ways to create a friendly competition and avoid division.

Consider running a contest where the person who sells the most is rewarded. Hold the contest over a month so that there is plenty of time for people to move up and down in the rankings and fight for the incentive. If you end it too early, employees will feel like it's unfair.

3. Payout for Progress

If you aren't giving your employees bonuses at all and you're in sales, you are definitely outside of the norm. Sales bonuses are an expectation for most people in the business world.

But if you want your business to truly be successful, you need to make these bonuses worth earning. Consider giving away an all expenses paid trip somewhere or a £500 gift card to B&Q so someone can upgrade their home.

You can make these goals difficult to achieve, but if you offer lesser prizes, people won't want to work as hard for them.

4. Set a Strong Example

Your employees don't want to work for someone who is lazy. They want to be inspired by their leader and see them as someone who can help them achieve success.

Set a strong example for your employees by making your sales numbers and sharing with them how you did it. While everyone has their own strategies, a few tips that are tried and true are always helpful.

5. Always Stay Positive

No one wants to work in an environment where everyone is unhappy, and when your business sales aren't doing so well, it can create a lot of tension in the office.

During these lulls, you need to step up your positivity and renew your incentives to get out of the slump.

Be careful that you don't use a lot of negative language or pass the blame around when things aren't going well. No one wants to be the scapegoat and working together to solve a problem will work out better than shaming the underachievers.

6. Set Individual Goals and Incentives as Well as Team-Based

When you are managing a team, it's tempting to set goals for everyone across the board. But for your employees to make the most sales, they need to be working towards their own goals.

A team is only as strong as its weakest link. So keep track of the weekly progress each of your employees and evaluate their achievement individually as well as at a team level.

7. Have a Weekly Sales Meeting

You probably already have some sort of weekly sales meeting established, but what are you discussing? If it seems all you talk about is what's going wrong and how you're going to fix problems, then your sales force can lose their motivation.

Make sure you spice up your weekly sales meeting by charting your employee's weekly wins and showing them recognition as soon as they make progress. By acknowledging their hard work publicly, you show you value them.

8. Make Your Sales Force Autonomous and Accountable

Some bosses are micromanagers. But if you want your sales force to achieve their best numbers possible, you're going to have to let them do it their own way.

Everyone has ways of getting things done that work for them. If you spend your time correcting your employees to try to get them to sell the same way you do, then you are limiting your potential for success.

Encourage your employees to try out their own strategies and share them with others. But make them accountable too. If they don't have oversight and their numbers start to slip, a change should be made.

9. Ask Your Employees How They Want to be Motivated

Coming up with your own motivation strategy is a nice way to improve your numbers. But if you really want to show your employees that you care, then letting them choose their own reward is a better option.

If someone is having a hard time financially at the moment, then they could work towards a bonus. While if someone else has a long vacation coming up, they can work for an extra paid day off.

More Help with Sales Team Motivation

While this article went into some depth about a variety of sales team motivation strategies, if you really want your numbers to soar, you need to take additional steps to ensure your success.

For more advice, check out the other articles in our blog today.

About the Author

ALAN is CEO of CD as well as a qualified executive coach and a seasoned business mentor. He challenges progressive business people to step-up & realise their vision.

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