You're facing a tough sales period. How do you keep motivation alive for your team?

During challenging sales periods, prioritizing your team's morale is essential. Begin by directly acknowledging the difficulties and reinforcing your confidence in their abilities. Foster an environment where team members feel comfortable sharing their concerns and ideas. Recognize both efforts and results, celebrating small victories along the way. This approach not only cultivates camaraderie but also keeps the team engaged and motivated to navigate through tough times.

Para manter a moral da equipe elevada, é necessário cultivar uma cultura vencedora. Como fazer isso? Estabelecendo uma comunica??o aberta e clara, reconhecendo as pequenas conquistas, e entendendo que as falhas servem para trazer aprendizados. O foco n?o deve estar no problema, mas sim no que cada integrante pode fazer para reverter o cenário. Durante minha trajetória ao longo dos anos, busquei construir essa cultura com os times.

When sales are tough, keeping the team's motivation alive starts with leadership. Shift focus to small wins—each one is a step forward. Keep communication channels open, listen to your team’s concerns, and inject positivity into every interaction. Revisit the “why” behind their work, reminding them of the bigger picture. Encourage them to take ownership of solutions and get involved in strategy. Lead by example, stay involved in the grind, and don’t underestimate the power of incentives, even non-monetary ones. Remember, resilience is built in the trenches, not in easy times.

Small rewards make a difference. Know what matters to your team. I once managed a team of bank tellers who felt they could not hit their quarterly sales referral goals. They were focused on the BIG number, not a weekly number. I also knew 3 rewards they found important: 1. Getting to wear jeans to work 2. Wearing sneakers to work 3. Food days Each week, they had a challenge, and reward opportunity. 1. Hit your individual goal, earn prize 1 (above) 2. Everyone hits the goal (prize 2 earned) 3. Food Day Friday - total of X referrals for the week. (stretch goal) The format is different since this was in person. But the format is the same. Know what's important. Set individual & group goals. Reward both.

Break down larger sales targets into smaller, more manageable goals. These can be daily or weekly objectives that are easier to achieve, providing a sense of accomplishment and momentum.

As metas s?o essenciais aos processos de vendas, mas devem ser acompanhadas de gamifica??o ligadas aos motivadores internos dos vendedores. Através de uma análise de CIS ASSESSMENT, você consegue saber por exemplo se o principal motivador é dinheiro, poder, conhecimento ou viagens.

When facing a tough month/quarter, etc. it's important to review the goals set and ask a few questions such as: 1. Did they account for seasonality? 2. Is there an external issue we didn't anticipate? 3. Does the team understand how the goals were set? After verifying this information, and adjusting accordingly (if at all), work as a team to set milestones that are achieved frequently on the way to the overall goal. Ensure these milestones are SMART, set a way for everyone to share when they hit a milestone, and discuss how you will recognize when mini-goals are achieved.

Create an environment where team members feel comfortable sharing their challenges and frustrations. Regular check-ins and one-on-one meetings can help you understand their concerns and offer guidance.

Uma equipe de inteligência de mercado e ferramentas como o hot seat, caixa de sugest?es e feedback constantes podem fornecer caminhos e estratégias mais assertivas para que o grupo chegue ao resultado desejado, mesmo em períodos desafiadores.

As a sales coach, you need to have a pulse on every member of the team, including the leader. Sometimes leaders are forgotten when times are tough and everyone focuses on the producers. Yes, offer support to the salespeople, but first reach out to their leader. Talk with them about how they're feeling and work together so they know they are not alone. Giving leaders a morale boost will have a side effect of helping the team. When team members see a change in their leader and their body language, they will also begin to change.

é importante ter o pensamento focado para resultados. Uma vez em uma das empresas que eu atendi em um team coaching em vendas, descobriu-se que alguns mercados nunca explorados pela empresa poderiam triplicar o faturamento e por n?o ter concorrentes posicionados, foi extremamente positiva a entrada e o resultado de fato veio!

It's important not to stay stagnant, especially when times are tough. Encouraging creativity and innovation can be really beneficial when you are experiencing a slower production period. Offer a challenge in a team brainstorming session or breakout room session. Give the groups carte blanche to think of what would motivate them and create results. These challenges will get their brains moving and they'll start getting excited. These are great to have when you are experiencing an external issue/challenge that you cannot control or influence. Remember to be open to their ideas and ask good questions about execution plans and measuring success.

When things are tough make sure your tracking why they are. PESTEL usually works. Political, economic, social, technological, environmental, and legal. Check-in with each of these, make sure they are monitored, and if justified, leadership learns and does not fire anyone...

Na maior parte das empresas que atendi, adotamos o ranking aberto de vendas, gamifica??o, reconhecimento e também premia??es diárias como a maior venda do dia, o que mais ativou clientes inativos. é extremamente importante que os vendedores celebrem a cada conquista, porque mentalmente se sentir?o mais perto dos resultados.