By the end of the year, most Commercial Directors or CEOs ask themselves these types of questions: How much are we going or do we want to grow? How will we support the achievement of sales targets?How can we incentivize next year’s sales?
These questions have multiple answers and a lot of factors that affect your results. But, one thing is certain. If you are able to motivate your sales teams, you will surely get better results.
But how to motivate your team to increase your sales?
Well, you should know the 10 motivation dynamics that I will pass on to you next. But, first a brief definition of the term.
As the name suggests, they are a good way to boost the work motivation of workers. This means feeling better within the company and, therefore, ends up translating into greater work performance.
Despite its benefits, many companies do not perform it.
If you are in the process of planning and looking for new formulas to encourage sales of your team, I want to give you some ideas that will trigger your results for next year. Whether you’re in a good situation or struggling to reach your sales goals, these 10 dynamics will help you motivate your teams and increase your results.
1. Complement your incentive plan with a different and motivating one
Any element that supposes a change with respect to the current situation can help to recover the illusion and motivation of your sales teams. Innovating is positive and doing something different from the usual always has the possibility of generating things to change. Therefore, even if your current incentive plan works perfectly, think of new elements that can add a differentiating point and make it more attractive.
2. Set short, achievable goals
Instead of setting big goals, assumable in the long term, after 1 year, it is better to divide the objective into small goals, for example, every three months. Do it and you will automatically be increasing the motivation to get them.
The challenges themselves are very motivating for anyone working in the world of sales. Therefore, introducing challenges or temporary missions, every month, every two months or every quarter, to push certain tactical actions or reinforce the achievement of key objectives, can contribute to improving the results and increasing the spirit of improvement of each member of the team.
4. Reward effort, not just the best
In traditional incentive plans, only the one who sells the most is taken into account, the one who makes the most new customers, in short, those who obtain better results. But what about all those sellers who, although they improve their results, can never be among the first?
Usually, these sellers are left out of the incentives or bonuses and this produces demotivation. And it is that a person who is not among the Top, but who progresses, strives to improve and contributes positively to the organization, should also be rewarded.
We can achieve this with an incentive system where the rules of the game are the same and everyone participates on equal terms, for example by transforming the improvements of indicators into points.
5. Align tactical or marketing actions faster to the execution of the sale
We must look for mechanisms so that a promotion, a product launch or an indicator that at certain times we are interested in promoting generates a better result in the short term. For example, challenges and missions are a good formula to accelerate the results of both tactical and marketing actions.
Imagine if you could reward your team every month instead of waiting for the year-end incentive. Pemiar more frequently shortens the cycle between achievement and reward and, therefore, is an extra motivation and recognition for your sales team. In this case, it is recommended that the prizes are not monetary. For example, gift vouchers, experiences, travel, gourmet or electronic products are a good alternative to reward more frequently.
7. Make their work more fun
For example, invent a story that makes them feel like warriors, gunmen, pirates or Formula 1 drivers, where instead of objectives they have to overcome battles, crossings or races. What comes out of the monotony of everyday life is always taken with more enthusiasm and desire.
All this is related to the “Competitive Gene” that is found in every sales force and that we can bring out by applying motivational dynamics. Competitions favor the “healthy pique” with those who are at your same level and encourage the effort to improve yourself.
9. Includes efficiency elements
Of course, we always focus on improving those objectives directly related to sales, margins, etc. However, there are also other important aspects that we can incorporate when motivating our sales team and that can benefit the organization considerably.
For example, if we focus on improving collection times, the company will have a better cash situation, or if we do it to reduce expenses, we will generate a more responsible culture, an aspect that will have a direct impact on our operating account. We can also encourage the use of CRM or improve the team’s training processes, among many other things.
10. Generate recognition by showing everyone’s progress
Display your sales team’s progress transparently. This dynamic will help them feel recognized and motivated, especially publicly. If in your company you have a corporate social network, you already have a good way to generate recognition of the progress of your sales team.
If you don’t already have these types of platforms, look for ways to recognize everyone’s progress in a public and transparent way. Something that is very fashionable today is the use of badges or badges. There are some very curious and funny ones in dueprops.com.
If you want to increase the sales of your teams, you must first motivate them.
These are the 10 motivation dynamics that I recommend to boost your sales next year:Complement your incentive plan with a different and motivating oneSet short, achievable goalsChallenge with missionsReward effort, not just the bestFaster align tactical or marketing actions to the execution of the saleReward more frequentlyMake their work more funMake them compete with each otherIncludes efficiency elementsGenerate recognition by showing everyone’s progress
You can implement these dynamics, using game and competition mechanics, Gamification techniques. If you want to learn more about gamification, I recommend that you read the article What is Gamification: How to Use It and Grow Your Business
I hope these tips will help you and you will see very soon how your results improve 🙂