As we well know, a sales position is usually easy to get, but it is just as easy to lose. Many sales leaders too often face a high rate of staff turnover, but the reason for this often comes from the management itself and its motivational techniques, and not from poor hiring decisions. Learn how to always keep your team in high spirits so they can continue selling even in difficult times.
When the economy is slow, perhaps it is when you have to give a little extra motivation so that your commercial force continues to sell. A sales job can be tough, so it is not uncommon to see that in pressing circumstances there is some discouragement in a member of your team.
The demotivation
In my experience, the problem to motivate a team goes beyond that they feel safe to know in detail the product / service you sell and the economic incentives you give them and the reinforcement of techniques and knowledge that you offer them. It is very difficult for all these elements to have the same effect in teams where we know that there are different levels of experience and knowledge and also taking into account that each seller is a person with a world of their own. The ideal would be to have a homogeneous team, but this is not always the case.
It is difficult to be enthusiastic about selling a product or services when you do not have enough interest to sell and even more so when the leaders do not know what is the source of inspiration for each commercial to sell. Without realizing it, all this is perceived by the client instantly when he is in front of a seller without illusion. Telling sellers to sell and in support only offering them incentives is not an effective long-term strategy to increase sales.
The best way to motivate novice or experienced sellers to sell more is to always keep them motivated and with the resources and tools at their disposal to do so. As we have already talked about in previous articles, one of the most effective ways of achieving this is that >>>> you as sales manager receive regular coaching so that in this way you can transmit the necessary tools so that your team is always motivated.
The strategies to follow
Here are 5 effective strategies that every good coach would use to motivate your team.
Strategy 1. Give a new twist to your sales meetings.
Make your meetings with your team more than just another boring and tedious sales meeting. Use this time to acknowledge the efforts everyone is making in these difficult times and appreciate their hard work and dedication, letting them know that you have complete confidence in them and know that they will not throw in the towel. Remind them that this is a transitional situation. This type of meeting should have a high degree of energy, empathy, enthusiasm and passion. Avoid spending all your time talking about sales figures.
Strategy 2. Inspire your team
Let your team know an irresistible story of how you got through tough times when you were a sales representative. This can motivate and inspire your staff and give them the incentive to keep going. Remember that you are the leader and they will model your steps and trajectory. Inspire them to have a new way of looking at things. Many times you just need to have a new perspective.
Strategy 3. Be flexible with sales goals
It is possible that due to the crisis some of your salespeople are not responding as usual and are not achieving the sales objectives of your company. This can make some people really discouraged, especially if they were used to achieving the expected goals on a monthly basis. Lower sales targets temporarily. When your reps achieve the set goals, it will boost their confidence and give them a strong sense of motivation.
Strategy 4. Encourage your team to learn something new
Manage creativity, for example use role play in one of your sales meetings to demonstrate or anchor techniques. A new effective strategy or technique can encourage and motivate the team. Perhaps here you can demonstrate a new closing technique that has a high probability of winning a sale.
Strategy 5. Create and foster a dynamic team attitude.
We both know that a group of people with different interests and motivations is far from being a team. Individual sales goals are important, but sharing success stories as a team and talking about techniques and results can make your commercials stand out from the competition.
Keep in mind…
To really bring out the true potential of a salesperson, there is much more involved than just identifying and training promising talent, which alone does not guarantee maximum performance.
In order to have a homogeneous, stable team without so much rotation, the key is that you as a leader receive expert coaching >>> on a regular basis and in this way maximize your resources to always keep your team motivated to sell more and more. Do not wait for the ideal circumstances or the best opportunity to act, because perhaps they will never come… >>> Act Now! start coaching now!
