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Businesses grow when they benefit from a sales team that builds upon the foundations of the good client relationships it has forged. But if that sales team becomes demotivated, reputation and sales revenues can plummet quickly.
The ability of your organization to break through its stretching targets and meet its strategic objectives rests firmly on the performance of your sales team. Keeping them motivated is crucial.
In this article I’ll look at the signs that you’re dealing with a demotivated sales team, and five tips for managing salespeople and keeping them motivated in all market conditions.
Sales is a tough environment, but one where people generally have a positive and fun attitude to their work. When the rot of demotivation sets in, negativity spreads quickly and productivity falls. Here are five common characteristics of a demotivated workforce:
When a person falls into a negative state of mind, it affects people around them. The energy transfers from person to person until the atmosphere surrounding the team is one of doom and gloom. There’s no laughter, no fun, and no humor.
A rise in absenteeism caused by a lack of satisfaction at work is a common symptom of a demotivated sales team. Look out for the signs:
If your salespeople are less than enthusiastic to call on current clients, visit prospects, or improve their own skillsets through coaching and training, the likelihood is that demotivation is setting in. For example, they may gripe about having to attend a workshop or undergo one-on-one coaching.
While absenteeism increases, standards in general start to slip. Your people are late to meetings. Standards of dress falls. Accuracy of work depreciates.
Demotivated employees produce less. This is a fact of sales and of life in general. When output falls, the bottom line follows rapidly. This is the stage where fast action is needed.
Contrary to popular belief, money is not the main motivator for salespeople. While a team of salespeople may thrive on competition and their individual effectiveness may be measured in financial compensation, bonuses and commissions come only once a month, quarter, semi-annually, or annually. Such financial compensation is quickly forgotten.
The most effective team management to sustain motivation is one that itself is sustained on a daily basis. Here are five ways to motivate your salespeople constantly and consistently:
Don’t be distant; get to know what makes your people tick. Discover their personalities and what brings out the best in them as individuals.
Emotional intelligence is a formidable sales tool. If you’ve noticed any of the five telltale clues that your sales team needs an emotional intelligence workshop, then organize an emotional intelligence course to address the shortfalls. You’ll be amazed at the results that can be achieved.
Be in touch constantly with your salespeople. Provide feedback, be a good listener, and offer support with targeted coaching. Let them know that you care about them as individuals, and want to help progress their career.
When you know your people and their individual motivators, take this knowledge into your rewards and incentive schemes. While one salesperson may appreciate a voucher for dinner, another might be better motivated by an afternoon off. Tailoring shows you really care.
Individuals will be at different points on their career paths. They’ll have different abilities and capabilities. Consider setting individual goals as part of the team goal and link to individual abilities and motivators. Remove the pressure to make sales, and instead help your team to concentrate on developing meaningful long-term client relationships.
Our Integrity Selling Course will help your sales team onboard new skills, embed methods of identifying customer needs, and hone them to perfection. The result will be a high-impact sales team on an exponential sales curve. Contact us today to discuss how to propel your sales team to qualified success.
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