As a sales manager, it can be challenging to find ways to motivate a sales team. Although it can take time and a little more effort, your motivation techniques will pay-off because a motivated sales team is more likely to perform better and make more sales-which means everyone benefits. Not uncommonly, many salespeople tend to hit a plateau and settle for mediocrity, rather than pushing themselves to do better. This is where you, as a sales manager, need to take the initiative and make the effort to motivate your sales team and increase performance expectations.
Motivate a Sales Team to Increase Expectations
Increasing expectations helps both the company and the salesperson grow. The company benefits from the additional effort put forth and the salesperson benefits from the increased recognition and sales as well. Without the proper tools, however, it is difficult to meet these higher expectations. Here are some factors to consider if you want to motivate a sales team:
• Self-Confidence: Having self-confidence and high-self esteem will help your salespeople perform better. But how do you increase their self confidence? In many instances, one-on-one mentoring and coaching can be extremely effective. As a sales manager, you benefit when your salespeople achieve their goals, so it is in your best interest to take the time to help them improve their skills. Since many people that are new to the world of sales are insecure in their selling capabilities, developing mentoring and motivation strategies will help you overcome this roadblock and will have them, not to mention you, on the way to success in no time.
• Achievements: One of the best ways to motivate a sales team is to track and celebrate achievements. Most people want to be recognized for their efforts to help the company succeed. Something as simple as thanking them for their hard work-both publicly and privately-can be a great booster for self-confidence and will make your employees feel appreciated. And, when employees feel appreciated, they are more motivated and more likely to increase their productivity to achieve even greater success. Recognizing accomplishments does not have to be an expensive endeavor, although paying cash bonuses is often very effective since money is a great motivator as well. However, a simple recognition certificate or even taking them out to lunch will go a long way in boosting morale.
• Self-Knowledge: Self-knowledge is a significant factor that should be taken into consideration when attempting to motivate a sales team. Not everyone has the potential to be a great salesperson. Specific types of personalities-which can be assessed with a personality profile-are more apt to succeed in sales than others. Identify these employees and find out what truly motivates them. With some targeted coaching, a keen understanding of their strengths and weaknesses, and a nurturing environment, effective salespeople can increase their self-knowledge. A person who is more self-aware will also have more confidence and be able to meet and exceed sales expectations.
Self-confidence is one of the key driving factors in the sales field. If a person is insecure or suffers from low self-esteem, he will have difficulty even breaking the ice with sales prospects, let alone closing the deal. Self-confidence allows your salespeople to exude personality, and that is often the not-so-secret ingredient in selling a product or service. If you can motivate a sales team, boost their self-confidence, and improve their self-knowledge, you will be well on your way to achieving your sales goals.