But, as time passes it can become less motivating as sales team members get to their regular schedule of crossing off tasks from their lists and then calling it a day. Even the most efficient and motivated employees in your sales team need a bit of motivation at times. Burnout is real for employees and many are searching for jobs in a setting where this level of stress is a simple matter to avoid.
How can you keep your sales team motivated?
A motivating sales quote or two may be enough to motivate your sales staff for a tiny bit. But something as vital as the effectiveness of your revenue-generating sources should not be based on a series of phrases. In the end the actions speak more loudly than words.
1. Meet the members of the team and develop trust.
Since feeling inspired draws attention to the individual side to things. This method gets more significant as you seek ways to motivate salespeople, and ultimately improve results.
2. Concentrate on the activity measurements
One of the most demoralizing experiences in sales is to put in the work and not seeing outcomes. Potential customers may decide to quit the sales process due to a variety of reasons.
Include every sales quota and conversion rate target and revenue goal with an activity measurement. The most common activity metrics include the number of calls to prospect and the number of emails that are sent, and the number of meetings that are scheduled with prospects.
3. Set short-term objectives for short-term goals
There’s value in communicating long-term sales objectives. Being able to predict the future’s success can show sales teams that they trust them and the things that sales forecasting has determined the potential of them. But, these annual sales goals can’t be taken as a whole.
Create short-term objectives for each quarter or month, or every day. The progress made during these shorter time frames will only help the longer-term goals seem more realistic which will increase team motivation.
4. Offer incentives
Most people think of the money aspect when they hear about giving incentives. There aren’t a lot jobs, particularly those in B2B SaaS market that make sense to give someone more to do a great job however sales is certainly one of them.
5. Reduce meetings and take longer breaks
We’ve all had to sit through an event that could have been a lengthy email. While gathering as groups can be beneficial for camaraderie, meetings that are long that don’t provide much information unique to the group can be a major time-sucker. They also can take time away from reps that could have been used to sell.
It is likely that they will make use of the additional time for one last attempt to seal the deal or to take time out from the chaos that is associated with the close of a period in business.
6. Create competitions
Making a game of the sales goals can be a great way to inspire reps, however it needs to be followed by a reminder of the necessity of collaboration and teamwork. Make sure to emphasize the importance of these values above all others by rewarding other things than sales numbers such as a mentorship relationship or sharing knowledge.
7. Inform setbacks in a proactive manner
Your team members will have to struggle to reach their quota for a set time. It’s inevitable. But there’s a distinct difference between a poor week and a clear pattern of performance decline.
Determine the areas in which sales reps struggle and address the issue before it causes too much harm to productivity. It can be done on both a team and individual level. Giving constructive criticism isn’t an easy task so it is important to be strategic when it comes to doing this.
8. Show gratitude
The first one is to appreciate small victories which may not appear to have much of an impact. It’s not necessary to host a celebration every when someone makes a scheduled appointment or receives a hopeful callback. In fact, giving a kudos to someone who has had a successful day at work can help them feel satisfied and return the next day, ready to repeat the feat.
Your sales team should keep the track of their successes. They don’t need to be tied directly to specific metrics, but rather any result they are content with. These could be weekly, either weekly, daily, or monthly victories.
9. Improve visibility
Your sales representatives should keep track of how they’re doing in relation to their goals currently. Giving them a clear view of the progress they’ve made as a group and individually will motivate them even more when they see the progress they’ve made and the distance they need to move. It’s a straightforward strategy, but it’s successful in enticing individuals to continue working towards their objectives.
10. Take part in the larger picture
For the majority of people, your work is what is paying the bills. We are able to have the jobs that we do because they help us take care of our families and friends that we love. While that’s a great motivator to rise each day and give our time to the cause we’re working for, the jobs we work for provide the opportunity to discover greater meaning in our job.
It can be a good reminder to think about the people you’re dealing with.
Be a leader with compassion
If you’re hoping to get the attention of the entire sales team using only one method, you’re making the wrong decision. Sales managers need familiar with the people on their team in order to guide them effectively that is possible.