Motivating Sales Personnel

Be all that you can be:

This is the basic principle of self-actualization, which is the ultimate goal of motivation. Motivation is the stimulus that initiates the action in an individual that leads to goal-oriented behaviors.

Understanding what drives a person toward self-improvement is critical in efficiently and effectively using any organization’s vital human resources. We might devise different incentives, programs, or schemes to motivate a workforce. However, each individual has other ‘motivators’ that would incline them to take action.

For example, some of us might recall specific promises made by our parents when we were children to get good marks in class or surpass a certain percentage. “If you get more than 90%, you will get the latest video game available. You need to work for it.” The video game here motivates you to work towards a specific goal of obtaining a score of more than 90%.

In the workplace:

In a corporate environment, inspiration can take many forms. While much of the motivational techniques are based on fundamental research and observations, many organizations fail to understand or implement adequate measures to motivate their workforce. Mere financial rewards may not always be the push that will lead an employee into taking that extra step and, in the process of taking that extra step, benefitting the organization.

Maslow’s Theory of Motivation can be quoted as a reminder of how any person is motivated to achieve each level of their needs starting from the basic requirements to the ultimate goal of self-actualization. Emotional needs, such as social needs for a specific employee and self-esteem needs for another, make it essential to offer flexibility to how our workforce operates.

Advantages of motivating the sales personnel

The sales team arguably has one of the most fatiguing job profiles across all industries. The threat of targets is always looming over their head, causing many a sleepless night. Incentives being linked to sales volume are the most common motivator in the sales world. However, is this enough in today’s world, where there are more needs than financial ones?

Therefore, it is more germane to focus on what motivates your sales team than coping with how other organizations are achieving this feat.

Some advantages of motivating salesforce include:

1.???Wholesome work environment.

2.???Better leads, leading to increased profitability

3.???Increased retention of the salesforce.

4.???Promoting healthy competition within the team while maintaining team spirit

Tips to motivate your sales team:

Trust-Building Trust can be a powerful motivator. When your sales team feels like they are being trusted to formulate their sales pitches according to how their interactions have been going, it can become a pathway for the team to map out programs that can boost sales. The management must allow the salesforce to approach its clients using the most comfortable techniques. A rigid structure may become a hindrance. Trust and faith in humans go hand-in-hand. Faith is a two-way street - To get it, you must first give it. Having faith in your team boosts their confidence and gives them a platform where they feel invited to exhibit ideas that could increase productivity.

Some Activities that can help:

1. Weekly/Monthly presentations where the sales personnel talk about their experiences and what changes they feel would bring more sales.
2. Allowing freedom for sales personnel to come up with their sales strategies and allowing them to implement these.
3. Clear communication by the management concerning changes in policies related to incentives and the product/service.
4. Making the sales personnel part of the discussion when policies are being discussed so that their input can be noted.

Encouragement through Morale boosting activities

• Salespersons can be divided into different teams of 3-4 people wherein each team’s sales will be counted, and the victor will receive a prize or incentive. This will encourage team-building and motivate the team members to put in more effort.
• If a quarter’s target has been met, the management can organize a social outing to celebrate.
• Team-building activities such as a sport or any group activities will help them build a good rapport among colleagues.?

Motivation through Employee recognition/Recognizing Self-esteem needs

• After each sale, a short song of the salesperson’s choice can be played so that the floor knows a deal has been made. This would provide the salesperson recognition, which can be a powerful motivator.
• Delegating more responsibility to the salespersons and involving them in critical decision-making meetings.
• Connecting employees to their future career paths invokes a need in them to perform better and ensure that they feel nourished in their organization.
• Acknowledge the issues they are facing in their operations and come up with strategies or tips to counter them.

Conclusion:

It is, therefore, vital to acknowledge the sales team's needs so that their skill and tact can be utilized efficiently, resulting in a higher turnover rate. As job contentment and work-life balance become increasingly crucial in the Corporate world, it is imperative to eliminate the ramshackle of mere financial incentives and targets and introduce other motivators that will provide freedom to the salesforce and means to personal growth.