It’s easy enough to rally the troops with a pep talk: “Starting today, we’re going to boost sales by X percent over the next quarter.” But rousing speeches and motivational platitudes only go so far. What about removing barriers to performance? Or driving change from a proactive mode as opposed to a reactive one? What about all that paperwork and all those meetings that stand in the way?
While there’s no silver bullet to achieving sales effectiveness, there are several drivers that can help sales managers influence and enhance sales rep performance. Here are five keys to unlocking productivity within your sales team.
1. Assess Your Team
It is important to determine what motivates your team. Ways to do this include:
Providing a questionnaire/survey
Conducting informal conversations
Having team brainstorm sessions
Some typical motivators are:
Learning and knowledge
Health and balance
Materials and possessions
Status and prestige
Recognition and praise
2. Communicate With Your Team
Open communication in your business allows you to:
Share financial information and goals
Provide an update of upcoming sales
Let your employees know the impact they are having on the business.
Display the status of your employees' or team’s performance (e.g. a “performance thermometer”)
Ways to communicate include:
Formal sales meetings
1:1 Meetings (employer with employee)
Buddy system (peer-to-peer
3. Empower Your Team
It is important for your team to feel empowered in order to build team spirit, to have a positive working culture and to encourage creativity.
Ways to do this are:
Change it up – change people’s responsibilities each week
Take turns chairing meetings
Have a “manager for the day”
Have group discussions to share creative sales idea
4. Recognize and Reward Your Team
Recognizing and rewarding your employees' contributions is essential.
Here are some ways to recognize your employees for excellent customer service/sales:
Create a performance points system
Remember birthdays and anniversaries
Hire a corporate travelling masseuse
5. Have Fun with Your Team
Finally, it’s important to have fun!
Some ways to do this are:
Create team outings
Have “Snoop Days” – allow your employees to go out and shop at your competitors, and discuss what they see
Engage in team building activities
Develop sales contests
Play a motivational song first thing in the morning
The above five tips will help you create an environment that motivates and empowers your staff to improve their performance.
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