Motivating your sales team is a two-way street, since when you value your employees, they feel determined to work harder and better, which in turn results in profit for the company. Check out five ways to motivate your sales team:
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1 – Select different seller profiles
2 – Avoid encouraging excessive competition
3 – Set collective goals
4 – Set achievable goals
1 – Select different seller profiles
When selecting a salesperson, everyone wants the one with the canadian consumer email lists most experience and eagerness to meet targets. However, forming a team with only these salespeople will turn your company's sales force into a competition of merits and, in the end, the result will take second place. Therefore, the profiles of the salespeople must be different in order to complement each other.
2 – Avoid encouraging excessive competition
Typically, competition between salespeople is highly encouraged by business owners. However, many do it incorrectly. If it is established that the best salesperson will receive a bonus, for example, despite encouraging them to sell more, this may actually be encouraging team members to undermine each other. Since it will be a ranking, the first place will not necessarily win because they made an effort to sell more, but because they were more successful in undermining others.
3 – Set collective goals
This is a great way to put an end to salespeople 's conflict : set collective goals. For example: all salespeople will earn some kind of bonus if the entire team hits a pre-established sales target. This way, everyone will do their best, because everyone wins.
4 – Set achievable goals
You may make the mistake of setting goals that you know your salespeople won't be able to achieve, which can end up demotivating the team. To avoid this, set challenging but achievable goals and, going back to the previous topic, give an additional bonus each time they manage to exceed the set goals.
5 – Optimize the company’s sales processes
Every company must have its sales processes well defined. Therefore, establish in advance how the pre-sale, sale and post-sale phases should be developed, making the objectives clear to the team. In the pre-sale phase, for example, you can indicate that they must, mandatorily, show the customer what makes your products or services different. During the sales phase, indicate that they must show the intrinsic quality of the product or service and how it will improve the customer's life. In the post-sale phase, it is possible to have closer contact and improve your relationship with the customer.
Business owners often resort to incentive schemes that are driven by competition between salespeople, which can have a negative impact on sales results. Salespeople need to feel part of the company and on an equal footing with their colleagues.