How to Motivate Your Sales Team

How to Motivate Your Sales Team

Keeping your team motivated can be one of your toughest challenges as a sales leader, especially when external conditions like economic uncertainty cause them to lose focus. Here are seven approaches that savvy sales leaders use to help a sales team stay motivated.

  1. Earn your team’s trust. Be direct and transparent, and help your people grow. Help your team feel appreciated and help build camaraderie with one another. While they will be competitive by nature, a strong team works together to ensure everyone succeeds.
  2. Set daily, weekly, and monthly goals, focused on not just results but on the process. For example, set both team goals and individual goals for calls made, meetings set and emails sent.
  3. Offer public praise. Celebrate big and small milestones, give specific compliments, and thank your team for their efforts.
  4. Give props to your over-achievers. Acknowledge your team members who go the extra mile to help, reach targets, or make suggestions for improvement.?
  5. Mix up your SPIFs. Different people are motivated differently, so consider multiple awards -- like achieving quotas, seasonal head-to-head contests and qualitative improvements -- as different carrots to incentivize your team. Get creative with your rewards. Build camaraderie like sports teams do with hats or championship belts that go to the “player of the game” as chosen by their peers.
  6. Listen to your team’s feedback if things aren’t going well. Try to help fix your pipeline if you’re not closing at the rate you expected. Work with management to ensure that your sales team has the tools they need to succeed, like the proper number of quality leads from the marketing group, or ways to address if they’re encountering price sensitivities or product pushback.
  7. Support upskilling, coaching and development. Create an environment where salespeople feel like they’re learning and improving their skills over time.

Building a quality team is like building a professional sports championship team. The coach (or sales leader) guides the efforts, but the players are committed to success for themselves and each other.

Connect with me by scheduling time on my calendar.

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