No matter whether the economy is booming or sputtering, a motivated sales force is essential for your company’s success. While many executives believe a competitive compensation structure alone is the key to keeping the sales team happy, money is not a strong motivator for everyone. If you want to drive sales to impressive new heights, learning how to motivate your sales force without resorting to higher paychecks should be number one on your daily task list.
Before You Can Motivate Your Sales Force
Once you decide to focus your attention on the sales team, you must spend a few minutes on the basics. Ask yourself:
- Are my sales expectations clear and measurable?
- Do members of my sales team understand what I expect from them each day?
- Have I provided my sales force with adequate resources to do the job?
- When I ask a salesperson about their goal, do they know what it is?
If you found any surprises among the answers to these questions, make time to remedy any issues. It is only after everyone understands the company objectives and their individual goals that you begin to motive your sales force. Otherwise, you may find your task is a bit like framing a house without a foundation. You can do it, but it will never be as stable as a house on solid ground.
Motivate Your Sales Force with Psychology
A strong way to motivate your sales force is to empower them to perform their job functions. While rookies will always need a little extra supervision, your seasoned sales professionals should be capable of handling client meetings and sales presentations on their own. Few things are as un-motivating as having a manager who doesn’t trust you.
For example, there are times when it’s just good business sense to join your employee at a major client presentation. However, if you take over the meeting and dominate the Q&A session at the end, your employee may wonder at your behavior. Even if you were simply swept up in the excitement of the sales atmosphere, the salesperson may believe you didn’t trust them enough to provide the appropriate responses.
Another way to use psychology to motivate your sales force involves positive reinforcement. It sounds basic, but when was the last time you celebrated a minor success with an employee? When you’re trying to increase your revenue, it’s easy to forget that even the smallest sales contribute to the bottom line. Taking the time to let a member of the sales force know how much you appreciate their hard work can go a long way, especially when you don’t have the budget for additional monetary incentives.
Look for Part 2 of this topic on 9/8/2010