By Robert Cordray
Tired and lethargic are two words you would use to describe the current state of your sales team. They don’t seem to have the energy to put together a suitable marketing plan, yet alone actually make any sales. Bringing fresh sources of energy and motivation to them may be just what they need.
Offer sales incentives
Making a provision for more pay is almost certain to inspire your employees to put more effort into their sales expeditions. However, do not offer a flat salary raise. Instead, provide incentives and bonuses based on the amount of sales your workers make. Doing this in-conjunction with a cut in their current salary or base pay is completely inadvisable. Taking money away from them, even if you are offering funds in another way, is a surefire method for irritating your employees and motivating them to seek another position.
Provide positive feedback
Your sales team will be happy to see more money coming with their paychecks, but they’ll also be pleased with more frequent positive feedback. Never hearing that you’re doing a good job or that you made a crucial sale can be disheartening for even the most confident of employees. While you don’t need to shower them with praise to the point where you sound phony, you should take time to address their strengths. Chances are, you’ve had to talk with some of them about their weaknesses, so make sure you’re offering balanced critiques.
Ask for their marketing ideas
Your sales team is made up of people who actually go out into the field and get to know your clients and who communicate with them through emails and social media. Understanding the target audience is at the heart of a successful marketing campaign, and your sales team can provide valuable insight into this element. If you’ve always turned your back on their ideas in the past or simply never thought to ask for their perspective, begin to consider what they have to say as valuable elements of your marketing plan.
Most people love the opportunity to play with some new gadgets even when it is for work purposes. Increase the number of sales enablement apps and bring your company’s Facebook and Twitter accounts up-to-date. Chances are, your sales team already understands the importance of a strong marketing campaign that incorporates technological elements. Incorporating technology into your sales plan has benefits for the entire company. Clients often look for the presence of these tools and the ease of this accessibility. Failure to provide it means that the clients might opt for a company that is more in-touch with the 21st century.
Organize sales workshops
When employees get stuck in the same routine every day, they often lose a lot of motivation. They may be at the point where they are just going through the motions to get the day over with. Offering a couple of workshops or seminars throughout the year allows them to break away from the pattern and to interact with other sales team members in a more casual manner. Additionally, at a workshop, you can invite in outside speakers and leaders in the field of sales. When a fresh voice steps up to the podium to speak, the ears of your sales team members might be a little bit more alert.
Focusing on ways to improve your sales team is of utmost important because these individuals are the ones who bring in money to your company and who help it thrive financially.
About the Author: Robert Cordray is a former business consultant and entrepreneur with over 20 years of experience and a wide variety of knowledge in multiple areas of the industry. He currently resides in the Southern California area and spends his time helping consumers and business owners alike try to be successful. When he’s not reading or writing, he’s most likely with his beautiful wife and three children. He may be reached at firstname.lastname@example.org.