Sales is a hard gig, and it can sometimes be tricky keeping up motivation in your team. However this doesn't have to be the case if you follow these four tips.
Nearly half of all salespeople give up after just one follow-up call, according to Marketing Donut. Are you seeing this pattern in your sales team? They may be suffering from a lack of motivation.
There's no denying it, sales jobs are hard. Your sales people will often have to face rejections daily, and it's hard to keep up morale when this is the case. However, it doesn't have to be. There are plenty of ways to motivate your sales team:
1) Keep up the positivity
Sales, especially in cyclical industries, will naturally go through ups and downs. When you're on the up, your team will feel like they can do no wrong as they book meetings and make sales seemingly without trying. When you're on a downwards trajectory, however, morale can hit the floor hard.
It's therefore necessary that you create ways of keeping up the positivity even when the team is going through a rough patch. One of the best ways to do this is through a daily shout out. This involves your manager taking the time each day to give a shout out to an employee for a job well done. This shouldn't always be directly linked to sales targets, but also celebrate other things, such as an employee helping someone out or going above and beyond their professional responsibilities.
2) Introduce a recognition programme
You can help keep up the positivity even more by introducing a peer-to-peer recognition programme. This is where employees nominate others for certain behaviours. The employer will then reward whoever has been nominated with a prize. Power2Motivate's peer-to-peer recognition programmes give employees the option to choose from thousands of different rewards, including trips and event tickets to household appliances and electronics.
3) Consider gamification
Have you got a sales incentive scheme in place? If so, consider introducing gamification into the mix. This is where you turn certain aspects of the programme into a game. For example, consider creating a leaderboard that offers different levels of prizes for different activities. If you want to encourage one particular behaviour, you could do an awareness week around it, and offer double or even triple points when employees perform the action you're focusing on.
At Power2Motivate, we offer a range of gamification options to help you bring out your sales team's natural competitive spirit!
4) Monitor performance regularly
Low morale is often caused when someone doesn't feel like they can do their job. However the employee in question may feel hesitant to come and talk to you if they are struggling in a certain aspect. That's why it's essential you have a monitoring system in place to identify where certain employees might be having issues. You can then step in early, providing extra support and education to ensure they improve their performance in future.
When setting KPIs, they don't just have to be about booking a certain number of meetings or making a particular number of sales. Of course this should form a core part, but also consider other things, such as attending training sessions or completing demos. This will help to show you which employees want to improve, and you can then support that as much as possible.
If you want to increase motivation in your sales team, consider introducing an incentive programme with Power2Motivate. Our programmes are excellent for peer-to-peer recognition, while our sales incentive programmes are proven to help get your sales team motivated!
For more information, contact a member of the Power2Motivate team today, or request a demo.