Motivation Techniques for Sales Professionals |
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Posted By: Julie Shenkman In: Sales & Sales Management
What are some great motivation techniques for sales professionals? Educate yourself at SalesHeads.com.
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According to “Motivating without Money,” an article published by Business Week, rampant layoffs and budgeting issues make getting employees to bring their A game to work more difficult than ever. A survey of 80,000 employees found that one out of five employees felt disengaged about their job. Having a few team motivation techniques to encourage your sales teams, such as goal setting, investing in training, and maximizing the non-monetary rewards, can help your company boost moral, and drive long-term results.
Goal Setting Partnerships
Experienced managers know that getting a sale force behind a strategy is much easier if they’re involved in the goal setting process. For example, a manager will give the entire team a snapshot of what the company must accomplish. Then, break the goals down on an individual level, to develop targets that will help the company meet goals. During this process, allow each salesperson to have input on what their goals will look like, and the best road to achieve success. This strategy will help forge partnerships between managers and employees, and drive better success.
Investing in Training
Employees feel valued when sales teams management invest in developing their skills. Whether the program is internal or external (signing up for a professional development classes at the local college), the end result will improve your employees’ skills and drive.
During this process, ask employees to choose a few courses that will enhance their sales skills. This strategy is more effective then handing employees a list of required training – providing more input into the process. After the employee has taken the training course, sit down and debrief about what they learned, and how to incorporate the items to drive better results.
Non-Financial Motivation
If you ask most salespeople, they’ll admit – compensation is a huge motivator. And, rewarding sales people monetarily is important component to sales team’s management. However, companies have other opportunities when budgets are tight. First, you’ll need to understand what’s important to each employee. For example, some employees appreciate extra days off for a job well done, while others enjoy winning a special award for accomplishments. Here’s a quick breakdown for developing these rewards.
- Recognize specific tasks. For example, if a sales manager says, “Thanks for the great work, keep it up,” this is positive, but not specific enough. Instead, give specific reinforcement, like “The time you’ve spent generating new customers has really paid off; you’ve raised your sales by 20%.” This will allow employees to feel encouraged about a specific item, and keep up the good work.
- Call out accomplishments in a timely manner. Employees are sensitive, and if praise isn’t given in a timely mater, it’s often perceived as an afterthought.
- Give out extra rewards for a job well done. For example, if a salesperson has doubled sales in the past month, reward them with a couple extra days off, so they can take a long relaxing weekend.
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