One of the biggest mistakes sales managers make is to assume that everyone on their team is motivated by the same factors. Sure, most people who venture into sales are probably pretty competitive and don’t mind a nice paycheck. Beyond that – what makes them tick? How can you find out and use this knowledge to motivate them to ever greater heights?
Here are a few ideas that can help you get the most from your team.
The most successful sales people treat their jobs like their own small business. For best results, encourage this attitude. This sense of ownership can keep them engaged and motivated. Give them as much control as possible in how they structure their days, what part of the business they focus on and if possible pricing and other terms.
Reward the Right Behavior
If you have sales contests or other incentives, be sure that they are not structured in a way that is prone to abuse or shortcuts. Don’t encourage a bad sale in the name of hitting a number.
Don’t Punish Salespeople for Success
Closing a sale shouldn’t result in 27 pounds of paperwork. Allow your salespeople to focus on what they do best. Give them the tools they need, whether that means assigning an admin to take care of post-sale details or rolling out top-of-the-line software that streamlines their administrative tasks.
Help Them Get Better at What They Do
It’s hard to underestimate the importance of continuing education for your sales team. Provide a range of training options focused on relevant topics such as how they can close more sales, increase the size or profitability of their sales or manage stress.
Check In, So They Don’t Check Out
The biggest reason salespeople fail on the job or even leave is because they are disengaged. Keep an open line of communication so that you know what frustrations, concerns and daily challenges your sales staff faces each day. Address whatever you can promptly or at least assure them that they have been heard.
Want to Know What Motivates Someone?
Just ask. Everyone has their own reasons for doing what they do. Talking to them one-on-one is the best way to understand them.