I have worked for years and years in commercial teams and sales departments. Today some of the problems that already existed then in terms of organization, leadership and motivation persist. But today I’m going to talk about 5 simple and effective actions that you can implement in your business to motivate your sales team.
In smaller companies, it is common for the CEO of the company to also be responsible for the management, coordination, supervision and motivation of their salespeople. In larger companies it is normal for the sales team to be led by a manager, several, and / or a commercial director. The truth is that I don’t have magical powers, although I would like to, and I don’t know what organizational structure you have in your company. But be that as it may, I’m going to ask you a few questions:Have you ever encountered any of your sellers saturated? or what doesn’t yield as much as you’d like?Do you usually have frequent visits from any of your salespeople complaining more than usual?Do you notice that a salesperson of yours is discouraged to work?Is any commercial usually late or is their absenteeism high?Are there anyone who show little interest in meetings or participate little in other activities you organize?…
Well, I am sure that with your years of experience and with your clinical eye you know how to detect perfectly when any of your salespeople, or employees in general terms, is somewhat unmotivated. The point is that, whatever the structure and size of your company, there is a common element more common than we think: “overwhelm, stress, frustration, demotivation or whatever you want to call it from your salespeople”. That is, the seller, the commercial is a figure that usually and tends to “burn”.
And this is not good for either the seller or the company. There are many reasons why the seller can be in low hours. Some of their problems will get out of hand, but there are others where you can do something so that your sales team in general is motivated, cohesive and enjoys their work to the fullest.
If you have a commercial with any of the symptoms described above and it is already in the wheel of demotivation, the first thing I recommend you do is talk to him and try to find out what happens to find the best solution.
If all your employees work at ease, they are agile in their tasks and it seems that everything works correctly I can only congratulate you and encourage you to continue doing that good job 🙂.
But whatever your case, whether there is already a problem or not, you must take care of the motivation of your commercials.
There are many simple ways and actions to motivate your sales team, but today I would like to focus on 5 of them:Provide him with the necessary tools to sell: it is very easy to see the bulls from the barrier and that is a position that can often annoy and demotivate your sellers. I do not recommend that you take a passive attitude with your commercials and your only obsession is that they sell. You must provide them with everything they need to make a good sale. Thinking about the sales strategy that the sales team must follow is up to you or the commercial director. And establishing what steps they should take, what they should do and making available to them everything that is necessary for them to complete the sales process successfully, is also up to you.Set realistic goals: I don’t know if anyone has told you before, but… sometimes you go over with the goals you set 🙂 for them. I do not know if this is your case or not, but it is true that it is very common for commercials to have unattainable objectives. This is something that discourages, and you can not imagine in what way, your sellers. They start the race knowing that they are not going to make it to the end. Set goals with that little bit of ambition, of motivation, but that are realistic and achievable.Agree on the methodology to follow to achieve the objectives: your commercials are at the foot of the cannon, they know what is happening out there, why not ask them and define the strategy to follow together with them?Create personal goals linked to work: you would be surprised at the effectiveness of this action when you put it into practice correctly. Try to relate what they can achieve at work that helps them achieve a goal they have in their personal lives. Obviously, you must know your salespeople to know how to successfully carry this aspect.Training: the forgotten of the company… It can’t be! Your salespeople need to know, they need to learn more and more, more and more. And learning is something continuous. It does not help that every 3 years you send them to a course organized by the town hall of your town (all with affection eh… 🙂 ). Training is essential and an element that provides great motivation to your sellers.
And so far my contribution today. I am very convinced that you already apply concrete actions to motivate your sales team. Use the comments section that you will find below this post and tell me what actions you take in your company to motivate your sales team.
Advisor and trainer in marketing and sales
I help freelancers, entrepreneurs and small entrepreneurs, oriented to the sale of services, to build sustainable, scalable and profitable businesses using marketing and sales in a strategic way.
Business Development15 Comments
Good afternoon. I just joined a company with a sales team totally unmotivated and locked in trying to experiment with new sales strategies. These are six women with a lot of experience and knowledge of what they do. His comments on the matter is that “that has already been tried and it did not work.” For my part I am a man with a sales experience of 20 years, I am 44 and if something characterizes me is my attitude on a day-to-day basis. Always positive. I need to get into their “strength” and be seen as someone on their team and not as their boss, so that they start to consider me, and from there create moments that bring us closer.
Hello. I would like to be in touch with you.
Hello!!!I am starting to form a sales team and the field is somewhat different and although I have experience in the field the management of the team will be something new. I would like to share experiences.
Creating fun activities or dynamics with the focus on the subject of sales will help to see in a more motivated way the realization of the objectives and will also help reduce work stress which improves the work environment.
Thanks for the article I find very interesting the way the subject is approached. I would like to tell you that I have read several articles on the subject and this is the one I liked the most. Congratulations, I appreciate the time you gave yourself to write it. Team building or integration dynamics help greatly to integrate the staff of an organization for the achievement of a common goal, in the company in which I work we have done this type of dynamics and the result has been very good. Thank you
Thanks for the article I find very interesting the way the subject is approached. I would like to tell you that I have read several articles on the subject and this is the one I liked the most. Congratulations, I appreciate the time you gave yourself to write it.
Hello I have 16 years of experience, but now I have the challenge of being able to duplicate the results that have not been bad but it is the spirit that we have had several colleagues for the next year, so I am looking for strategies that help me achieve this goal, currently I am a group of commercial advisors but I do not know if it is to increase the sales force or use any strategy that helps me to achieve it. thank you for your comments
I should know more about your situation so they can give you better advice. Depending on the phase in which your company is, how its foundations are, the type of business model it has, etc. there are certain strategies that have a better place than others. If you want write to me at [email protected] and tell me a little more.
Good afternoon I would like the full note of 5 effective actions