How to Keep your Sales Team Motivated and Productive
Everyone is happy when sales are skyrocketing, but as a company, you should also be prepared for blue days of your business. It is important to keep your team working through a sales catastrophe or a dry season. Happier salespeople are more productive and driven to convert prospects into customers. Hence, salesperson motivation should be improved to keep everyone productive.
Here are some ways for managers to increase salesperson motivation.
Shift focus from result to activity
It’s vital to remember that managers can only as much as influence sales activity, but never control results entirely. To improve salesperson motivation, focus on the key activities instead of results. Getting your team to put in more effort in inputs has a high positive effect, and will ultimately give you results.
Appreciate a good effort
Motivation will increase dramatically if you appreciate employees. Feeling appreciated on the job keeps the salespeople happy, and the positive energy is reflected in their work. In order to show your team that you care, you can give specific compliments; celebrate small milestones and putting up a genuine display of trust. This environment of encouragement can uplift salesperson motivation.
Assign meaningful tasks
Apparently, a company’s efficiency can only be on the surface if there is an abundance of routinized, unnecessary tasks. These monotonous tasks can reduce salesperson motivation, and should therefore be eliminated. Tasks should be made challenging and engaging to motivate your team.
Blurring the lines between employee and boss
When there is a sense of ownership present, it contributes positively to salesperson motivation. Sharing is paramount in this case. Giving every employee the chance to be at a leadership position gives them the necessary challenge and motivation. When there is a new project, a team leader should be chosen from among the employees to lead it.
If your firm has B2B salespeople working towards better sales, then it is of utmost importance that you monitor salesperson productivity.
Some metrics to help you calculate salesperson productivity are their average sales per hour, average transaction, average number of items per transaction and average profit per transaction. By combining these factors, one can get an idea about the strengths and weaknesses of that particular employee. For example, if the average sales per hour is high, yet transaction is low, it could suggest that the sales rep maybe enthusiastically following leads, but not being helpful or resourceful enough.
Keeping a team of salespeople motivated can be a challenging task, as well as producing good outcome from them. The first step towards it is to equip your sales team with up to date technology. It is more important to get them to use the tools efficiently rather than simply equipping them with the latest device. The use of personal WiFi hotspots and 4G tablet computers help salespeople to remain connected to the internet and internal systems. Another approach is to completely eliminate the custom of providing TPS reports to the managers. If you burden your sales reps with administrative duties, they are going to spend less time in actual sales and hence, productivity will suffer immensely.
Once in a while, firms can skip meeting in person and host remote sales meetings via teleconference and video calling apps. This would create more time to focus on closing in on prospects and create new business. Sending the salespeople to training sessions can also bring about a much needed boost. Another great way to increase overall sales is to begin an inbound marketing program where leads would be generated using social media, blogs and email. This would keep your sales team on the field to follow up on these achieved leads.