The sales manager is responsible for maintaining the motivation of all the staff he leads so that they are able to face various challenges, for example: achieving sales targets, knowing market conditions, and mastering new market shares. As a sales manager, you are required to increase sales by creating a motivating work environment, for example by providing support, recognition, and gifts. You should also take the time to listen to various inputs from each of your subordinates and set targets based on their priorities. Read this article to learn how to motivate a sales team.
Step
Method 1 of 2: Improving the Work Atmosphere
Step 1. Hold regular meetings with all sales staff
Take advantage of this meeting to address the problems faced by each salesperson by discussing various issues related to the work environment, not to discuss their shortcomings. Improve the unsupportive work atmosphere by overcoming things that have the potential to reduce motivation so as not to affect morale and target achievement.
In meetings, ask each salesperson what motivates them. For some, a monetary reward, a promotion, or a supportive work environment may be a source of motivation. Listen and record their answers
Step 2. Conduct training for the sales team
Training to increase motivation can be done in various ways, for example:
- Assign the salesperson to teach his colleagues. Ask one of the salespeople to set aside work time to prepare materials and lead a 1-hour training session on a topic that is their specialty. This will help you identify the specific skills of each salesperson and establish good communication with them.
- Conduct comparative studies. Contact the marketing manager of another company who allows your team to learn from the success of the salespeople they lead. Choose a different line of business or product. Make an appointment for a meeting so your team can learn about their sales strategy. For example: to make your team more excited, invite them to a seminar hosted by a successful salesperson to listen to a short, motivational presentation. In internal meetings, have everyone prepare new material and make presentations.
- Invite a consultant to train the sales team. Choose the right consultant by finding out his educational background and expertise. Make sure he also has a variety of other skills, for example: understanding time management and being humorous when teaching. Set up a short training schedule and ask the teacher to give each salesperson the opportunity to practice individually with the teacher.
- Appoint one of the salespeople to be a mentor for inexperienced team members so that they are ready to face challenges. Incentivize the mentor if the salesperson he trains succeeds in achieving sales targets. This method is very effective if the company forms a working group.
Step 3. Set up the new device
Purchase new tools so that implementing a Customer Retention Management (CRM) program can increase sales, instead of burdening the company. Effective communication through sending reports, e-mails or mobile applications will increase the work efficiency of each salesperson, support the achievement of targets, and increase motivation.
Implementing new programs through websites and CRM usually takes time and training. Provide opportunities for all sales staff to be able to use the new device without experiencing stress because everyone's learning abilities are different
Method 2 of 2: Motivating through Company Policy
Step 1. Think about how to properly motivate each staff member
If possible, adjust the incentive or commission package to make them more excited. However, keep in mind that this method may not be suitable for everyone. Think 1-3 ways to motivate each salesperson according to what he needs and then put it in writing.
Step 2. Offer a realistic and effective incentive or commission package
If only a few salespeople are able to hit the target, do an evaluation to find out how they work and provide motivation. Adjust the amount of the commission or sales target, for example: lower the target if the market conditions are sluggish or increase the target if the demand increases and determine the amount of the commission according to the new target.
Step 3. Provide daily, weekly and monthly incentives
To increase motivation, let them know that the company will incentivize the salespeople who achieve the highest weekly sales figures. Incentives can be a free trip, an extra day of leave, a shopping coupon, a cup of coffee, a free lunch, or a free membership to a fitness center/sports club. The bonus program is also able to increase motivation to achieve higher targets over a certain period.
Incentives will trigger healthy competition because everyone will work harder to become the best salesperson or achieve the predetermined target. Determine the number of attractive incentives to encourage healthy competition, rather than knocking each other down
Step 4. Set individual targets
Give motivation according to each person's needs by paying attention to what makes him most excited, for example: if salesperson W is about to reach a certain length of service, offer incentives in the form of an additional 2 days of leave if he reaches the target.
Step 5. Create a mutually supportive work environment
Many salespeople think that they have to work individually to achieve their targets. Offer incentive packages that motivate sales teams to help each other and share knowledge so that they can achieve their goals by working together.
Step 6. Give recognition to salespeople who have achieved their targets
Congratulations on someone's hard work will make them want to work even harder to reach their next goal. Consider whether you need to use the following methods:
- Congratulations in front of many people. Announce the achievement of high achieving salespeople attended by the entire sales team. Describe his success in detail, for example by saying: “Jojon has a special ability to get buyers by asking for references so that he is able to achieve the title of best salesperson. In addition to meeting the target, Jojon managed to achieve the highest sales figures through referrals. Please explain how to ask customers to refer you to their friends and colleagues.”
- Provide written recognition. You don't have to wait for an annual evaluation to provide recognition. Send a letter to his house along with shopping coupons for his family to make him feel appreciated.
- Introduce the high-achieving salesperson to your boss and explain his accomplishments. Gaining recognition from higher-ups is no easy feat, especially if employee turnover in your department is quite high. Provide opportunities for salespeople who are able to achieve targets to meet the board of directors or attend meetings that discuss strategic issues.
