As a company owner or sales leader, it is your responsibility to bang the drum. It is your duty to ensure that all your team members are going in the right direction.
There would inevitably be times when your sales team may feel uninspired and unmotivated to bring leads to the pipeline. Consequently, when your sales team has a low disposition to work, productivity levels decrease. This decrease in productivity has a direct impact on your business's revenue stream.
How can you motivate your sales team to always be at the very top of their game?
5 Steps to Motivate Your Sales Team
There are tons of approaches you can follow when motivating your salespeople. It depends on your leadership style and your business's core values. Below, I share five steps on how I inspire my team and drive their motivation to increase maximum productivity.
Step #1: Create a positive working environment.
Sit back for a minute and think about your office. Is it inviting and comfortable for your team to work in? Consider things such as:
✅ Does the lighting instigate productivity? Lighting can influence an employee's willingness to work. Dimmed lights can make their mood too relaxed, while white lighting can keep them awake.
✅ Is the temperature just right? Similar to lighting, temperature also affects a person's mood. If it's too cold, they can feel sluggish and sleepy. If the temperature is just right, they would be comfortable to finish the job.
✅ Are your workers comfortable at their desks? Surroundings affect an employee's productivity. If the desks on your office are too cramped, they would feel too confined, which wouldn't inspire them to work.
Your sales team's work environment influences their productivity. An office that's inviting will inspire them to work.
Step #2: Share the big picture with your team.
If your team knows that their efforts impact your company's success, they become inspired. Since they know they can help the business achieve its overall goal, they would want to be part of it. If your team isn't aware of the business's goals and is left in the dark, they would feel dispensable.
Therefore, share with your team your company's overarching objectives. Plus, keep them updated with the progress of accomplishing these goals. Their motivation rekindles when you do this, and will reaffirm your team that they're making an enormous difference.
Step #3: Lead by example.
Now that you have your team's buy-in with your business's goals, it's time to lead them by example. If you want them to make more calls, you need to make more calls. You want them to do better in social selling? It would help if you sparked the fire to become better at social selling.
You have to walk the talk. Additionally, you have to coach your team on how to become better salespeople continuously.
Step #4: Support personal and career development.
The sales landscape is continually evolving. For the team to stay on top with the changes and trends, you have to invest in their own development.
Inspire your employees that learning and improvement never ends. Recommend books that could help them become better at their jobs. Invest in sales training for skills improvement. When you invest in your salespeople, you are also increasing their morale, loyalty, and retention.
Step #5: Help your salespeople take pride.
With the hustle and bustle in sales, salespeople tend to neglect taking pride in their wins. Therefore, it's your job to praise and recognize their hard work when appropriate. Recognition is a strong motivator. When they know that their hard work pays off, it will boost their morale and inspire them to work harder or on the same level.
Are YOU motivating your sales team?
It will all fall to your sales team's openness to being coached at the end of the day. If your salespeople don't match your company's core values and have a set mindset that they can't do more, the five pursuits above won't work on them.
So, make sure your entire sales staff embraces your business core values. Then, motivating them should not be challenging.
What are your strategies for motivating your sales team? Let me know through the comments below!
Link to the full article: How to Motivate Your Sales Team for Great Performance All Year-Round
About the Author
Craig Wasilchak is the founder and CEO of Crushing B2B Digital Strategies. He is also an active member of the Entrepreneur Organization, as he is the owner of a business earning over $1M in sales annually. Craig is also a lead contributor to the Service Professionals Network.
Crushing B2B Digital Strategies is a Dallas-Fort Worth area-based company that teaches CEOs, C-Level Execs, & Entrepreneurs how to grow their business value by using success systems for LinkedIn, other social media platforms, and SEO. Crushing B2B offers a variety of Social Selling & LinkedIn training, Branding & Lead Generation systems that are proven to convert digital sales conversations into profits.
As a B2B Mentor that has extensive skills in Leadership, Mentoring, and Entrepreneurial skills, Craig loves to share his amazing business journey and help others achieve their maximum success.
Craig has built and sold multi-million dollar businesses over the last 25 years. Now, with Crushing B2B Digital Strategies, his goal is to teach other entrepreneurs how to grow and run profitable businesses in a disrupted business world utilizing practical business strategies. If you wish to connect with Craig here on LinkedIn, just send an invite! You are also more than welcome to subscribe to his YouTube Channel “The B2B Lead Generation Movement”.
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