KEEPING YOUR SALES TEAM MOTIVATED WHEN MAKING SALES IS HARD
Simon Bowen
Codifying Your Unique Genius Into Powerful Visual Models | Founder of The Models Method | Speaker, Advisor & Author | Host of "The Wisdom Of..." Podcast
Ever Had This Happen?
Have you ever had the experience where you were super keen to buy something and the salesperson just didn’t seem to be as into it as you are?? For whatever reason, their motivation level to want you as a customer, just didn’t match your desire to want to be their customer.
?On paper, it seems like it would never happen but, in reality, we all know it does!
?When things tighten, it becomes even more prevalent.? The salesperson feels more at risk, they can become more subdued, more beaten down.? They can slip into “why bother, people aren’t buying right now” mode.
?If you’re the sales leader this is a critical issue, so let’s explore how you can keep your sales team motivated when they’re finding it harder to convert the sale.
?Firstly, The Reality
?We are always selling in one of three “atmospheres”.
In a Boom Atmosphere everything is running hot and salespeople don’t really need to work that hard to convert the sale.? People become quite self-driven because every action seems to result in a win and every win results in reward.
?The Boom Atmosphere sits above the “everything’s possible line”.? As we cross this line confidence grows and without care, confidence becomes arrogance.
?This atmosphere can breed bad habits.
?In a Settled Atmosphere the market is fluctuating from good, through average, down to struggling. ? Even though this range is quite wide, it still all feels normal.?
?People become complacent and the perspective taken, between positive and negative, largely rests on the nature of the individual.
?This atmosphere can feel like a constant tedium where everything and everyone feels the same.
?At the Gloom Atmosphere we have crossed below the “all is lost line”.? In this atmosphere people wonder if things will ever return to “normal”.
?It’s easy to feel despondent and assumptions are made about what will and won’t work … without actually taking action and testing.
?At this level it’s easy for people to slip into a defeated mindset and give up.
?The Leader’s Role At Each Level
?In boom times, the leader’s role is to continue to push for “above market” performance.
?Results will go up no matter what, but the effective leader keeps exploring if their results have gone up by a disproportionate amount, compared to the rest of the market.
?Motivation should focus on being better than everyone else rather than just being motivated to hit targets.
?In Settled times the leadership challenge is performance management.? Keeping people focused and making sure the disciplines are being maintained.?
?It’s easy to think that being the motivating leader is the key, but in a settled market, disciplined activity will drive the greatest results.
?The real leadership motivation challenge comes up as the gloomier times roll in.?
?Salespeople can’t positively influence the prospect towards the sale if the salesperson themselves is not motivated towards the sale. If the salesperson believes that the prospect isn’t going to buy, usually, the prospect doesn’t buy!
?This level of motivation is all about building confidence, self-belief, acknowledgement of the circumstances and a more broken-down management style … step by step, day by day focus.
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?This level of motivation is all about creating safety and support and shifting to a solid “we’re in this together” style.
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The real motivation at this level, will come from creating a crusade that is bigger than the individual, but one that will allow the individual to succeed and be rewarded.
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?What Doesn’t Work In The Gloom Zone?
?We all know this leader …
When things are gloomy their approach is pretty simple …?
·? “Sales are down – work harder …”
·? “If you don’t hit your targets there are going to be consequences …”
·? “I want a 20% improvement in conversion or heads will roll …”
·? “Don’t give me problems, just give me sales …”
?And so on - none of which is very helpful!
?Better conversations would be along the lines of …
·? “Let’s get some intel and see if we can see any patterns in why people aren’t buying …”
·? “Is there anything about our offer or our sales approach that is costing us sales, that we can do something about?”
·? “What can I do to support you more during these difficult times?”
·? “Let’s put some different offers out there and do some testing to see what might work better …”
·? “Why don’t we pause a few of our internal projects and give everyone more time to focus on lead generation and sales conversations …”
?
All of these are really about taking leadership action, rather than leadership commands.? The shift is about leading from the front.
Last Thoughts
In tough times sales can and do go off the boil.? However, the reality is that anyone who has been in sales for a long time knows that “this too shall pass”.?
It’s critical that leaders keep themselves and their teams focused on this.
The worst thing you can do in tough times is look backwards, or just stare at the gloom, everything will look like it will all be lost.
You must keep looking forward, through the settled level and across the “everything is possible” line.
After all, for some people it really does seem like everything is possible … in any market!? Why shouldn’t that be you!
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I help mining, oil & gas with technology to explore resources & operate with less risk, time, cost & environmental impact.
2 年Never had any experience with that in my business. It's usually the opposite, the sales people get excited about selling and getting the deal. However, in the retail space I've had the experience. I remember I walked in and was ready to buy (I'm a guy, we know more about buying than shopping). I'd done my research - knew what I wanted, what it cost, and where to get it. I had my cash in the hand. All they had to do was get the product out of the cabinet and ring it up on the cash register. The experience I had with the sales person had me walk out the door and look for somewhere else to buy.
Executive Director at Association Executive Services with expertise in NFP Management Solutions
2 年Oh dear Simon I have had the experience when I have tried to buy something and ready to part with my money and the salesperson doesn't return my call
We create software from your dreams. NoBS Developent. Custom mobile, SaaS and AI chats solutions. Building network of trust and advocacy.
2 年I think this happens because salespeople don't get paid for closing a sale. They are paid on closing a deal.
Co-Founder @ Network for Good - Property Events | GM @IDS Security - Helping you Protect your People, Property & Profits | Proud to be an Ambassador @Free to Shine - who help keep children safe from sex trafficking
2 年Some great points in there Simon. And your anecdotal reference speaks volumes about how important it is to foster and cultivate a positive culture and sound ethics within an organisation. Thanks for sharing.
Proud Father, Husband, History & Sports Fan! I provide Salespeople, tenured or not, with a process to make better strategic contact with a Decision Maker by Telephone, Email, LI, Text & by using a Digital Sales Room.
2 年I really enjoyed the article Simon!