Motivation 101: Sales Management Techniques to Boost Sales Team Morale
Effective sales management means having the ability to motivate your salespeople. If your salespeople are underperforming it is likely you need to try different motivational techniques.
Sales management involves many things, but a key component is your ability to effectively motivate your salespeople. It is not enough for you to simply want them to do a good job and tell them to bring in the sales; they need your guidance and your motivation in order to excel.
If your salespeople seem to be lacking in the closing department, then consider the way in which you are motivating them. Need some fresh sales management ideas to help you motivate your team? Check out these sales management tips below:
Sales Management Tip #1: Compensation
How well are your sales team members being compensated? If they bringing in money for your company then they should be rewarded. This may not be your call, but talk to your superior about offering a commission or other type of motivational incentive that your sales team can look forward to when they are making constant sales.
Sales Management Tip #2: Positive Overtones
Nobody likes to be yelled at or talked down to, but encouraging words and constructive criticism can go a long way, which is why creating a positive environment for your team is a great sales management technique. An aspect of your sales management is certainly going to be talking to your sales team members when they are doing something wrong, but be careful to use a positive and encouraging tone and the results will be better.
Sales Management Tip #3: Compliment Sandwish
When making a correction try starting off with a compliment first. For example, “Hey Bob, I really liked how you complimented that prospect’s car, but let me show you how you could have handled the conversation a little bit better.” Saying something in such a way sure beats, “Hey Bob, what the heck were you thinking? You need to handle the calls like this.” In both cases, the same point gets across just using different overtones.
Sales Management Tip #4: Have a Contest
Conduct regular contests with your sales team and set goals for the month, the week, or even just the day. Make it fun for your sales team to sell by incorporating a little motivation in the contest. For the person who performs the best and wins the contest, offer some reward. It doesn’t have to be a huge monetary gift; just some token to appreciate their efforts can boost morale and keep people motivated. For example, “The person who sells the most pens this month will win a gift card to ABC Restaurant.”
Sales Management Tip #5: Be a Cheerleader
What is the job of the cheerleaders who stand on the sidelines during a pro football game? They are there to pump up and motivate the crowd. Part of your role as sales management is to be the biggest cheerleader for your sales team. Conducting regular meetings and making them feel like pep rallies can provide just the encouragement and enthusiasm your team needs to push sales to the next level.
Sales management is never an easy job and with it comes great responsibility. Many salespeople think they will be happier managing a team of salespeople, but once they are in sales management they realize life was easier on the other side when they only had to impress the boss. Still, when salespeople have that urge to do something more, it could be a great time to consider using their skills, interests and ambition to start their own business.
While it takes hard work and know-how to start a business, a top salesperson is already one step ahead. Learning to utilize traditional marketing and Internet marketing can take you even further and help you to establish a solid business in which your time in sales management does more than fill your employer’s pockets. Many salespeople are finding that branching out on their own is a way to enrich their careers and their lives.
Filed under: Sales Tips
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