Sales team performance boosting.

The key to creating a top-performing team is finding the unique factors that drive your sellers.

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Motivate

Communicate

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You are responsible for your team’s enthusiasm

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Motivate

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Motivation is the key for continues success

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What is motivation needed for?

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7Employees

salespeople achieve their best results because they are motivated by accomplishment and recognition first, and money second.

Sales managers need to aid with inspiring their staff so that they can reach there sited goals as the lethargy of sales teams is hurting productivity and performance.

Note:

Unmotivated employees are usually the ones who sit in the back of the room watching everyone else gets rewarded.

Customers

A motivated sales agent leads to a better buying experience and more involvement with the sale, also it adds more influence for future purchases.

A happier customers refer others and this downplays the cost of customer acquisition while also helping customer retention.

As customers delight in the fascination and motivation of the sales agent, they become more aligned with the company culture and philosophy.

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How to motivate your team?

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Facts about motivation.

Many tools that managers use to motivate employees can have the opposite effect. For example (incentives) as it usually create a blaze of motivation that quickly dies down because employees simply become accustomed to the perks.

It’s common, but problematic, for managers to assume everyone is motivated by the same thing, so you need to endlessly supply more and better incentives and it would surely dry up.

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Tips for effective motivation.

Employees need an internal sense of purpose, a feeling of mission, to help invest them in their work and keep them motivated.

Help employees to see the value of their contribution to something greater (Organization, client, community,…etc.).

Help employees to see the value of their contribution to something greater (Organization, client, community,.etc)

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Motivation techniques

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1. Have sellers set their own goals

After the quota is set, work with sellers to develop their own detailed target lists, which could include plans on how to accomplish their targets, stretch goals for reaching beyond their targets, or specific goals per customer on how many more products and services you want them to purchase in a specific time frame.

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2. Protect your team

Don’t bother your team or create non-revenue-generating meetings or activities during the last week of the month or the last week of the quarter. Your teams will stay motivated if they know you are looking out for them and protecting their crucial selling time.

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3. Reward your team

Verbally or with an e-mail when deals are won or saved, or when reps hit their quota. Make sure the progress your team makes is publicly acknowledged, and that you celebrate both big successes and small victories.

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4. Separate the manager from selling

you are competing against your reps.

When forced to do both, a sales manager will always sell first and manage later ( If they have time).

Managers that sell ignore their team.

Face the accusation that they are “taking the best leads,” and “managing the best territories”.

Nothing demoralizes a team faster than having a player/coach/manager in place.

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5. Have a commission plan that rewards the team for the behaviours you want

When setting this plan, here are three elements to be considered:

Keep it simple (When the team misunderstands the compensation plan, they assume the company is looking for excuses not to pay them).

Make sure everybody knows and understands the rules.

Introduce the plan a couple of weeks before you implement it, giving your team a few days to digest its contents.

Encourage team-building to ward off conflict before it starts.

Establish relationships and build trust as the most motivated teams always engage with each other.

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6. Warning and threats motivation using fear the classic strategy for coercing good behaviour.

Useful in case of being under intense deadline and the dangers of poor performance are immediate, evident and high.

In other cases fear has numerous drawbacks such as.

It have a temporary effect and employees will become accustomed to the punishment.

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7. Other incentives and performance boosting tools.

New job challenge within the breadth of their skill set.

New and more prestigious titles denoting a job well done.

Weekly, monthly & quarterly sales contests offering a valuable prizes.

Well done certificates for hard working employees.

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Communicate

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Why do you need to communicate with employees, what to communicate and how?

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Why?

Josh Stella: is a technology geek working for the federal government private enterprises on everything from websites to complex systems.

When he was asked about which technology tools he would recommend to managers that could help them better manage their projects. He said “they can get all the tools they want, but first they have to learn how to communicate with people. That where most projects fall apart.”.

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Why?1. Constant Communication –

Research on worker productivity for more than 20 years states the importance of employer/employee relationships.  Individuals do not leave companies - they leave poor managers. Relationships begin with simple and direct communication. Morale will fail when managers fail to communicate with their employees. Take the time to know who is on your team.

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Why?2. Employees invest over 50 to 60

hours of their waking life for organizations. Money is not the alternative for reward. Individuals desire commendations for good work. They are more apt to remember compliments and commendations then a 1 percent raise the previous year

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what?1. Crucial Confrontation – The

inability to confront individuals about performance has undermined organizational performance. Morale diminishes when underperforming employees continually diminish performance. It is important when managers confront employees that do not meet expectations.

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what?1. Focus on Feedback –

Confrontation begins with feedback. It must be timely, candid and accurate

Catch employees doing something good and tell them; if something needs corrected, tell them.

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How?1. Don’t delegate what you want to

say or write.

2. strong writing skills becomes direr every day because of the business world’s reliance on websites, blogs and emails.

3. don’t email critical decisions or issues need more elaboration, to avoid employee’s confusion and misleading conversations.

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Results

1. Better work environment.

2. Motivated and self-confident sales team which will surely reflected in overall productivity.

3. Happier managers achieving their targets with less efforts with more efficiency.

4. Stable profitable company

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Thank you