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For a sales manager—finding ways to motivate your team can feel like a never ending battle.
Motivation is tricky. Everyone has a set of factors that influences their performance at work—some of these factors are work related, but many are not. The same goes for motivation; what motivates one employee might discourage another. For a sales manager—finding ways to motivate your team can feel like a never ending battle.
Many managers gravitate towards complicated reward systems, accountability strategies, or other similar tactics that promise to inspire your team. However, these complex strategies can often do more harm than good. Instead, we recommend that you take it back to the basics with these five tips. Keep reading!
The success of your sales team is highly dependent on the level of trust they have in you as their manager. If members of the team don’t trust you, they can feel like they’re expendable cogs in the wheel. When this is the case, employees become less motivated to hit their target.
Here are the best ways to build trust within your sales team:
Appreciation is an important motivator. This goes for all industries, of course, and it’s an area where many companies fall short. Research shows that 39% of employees feel underappreciated at work, and that 77% of employees would work harder if they felt better recognized (source).
Of course, there’s no stronger motivator than money. But short of increasing salary or commission for your sales reps, there are a number of cost-effective, meaningful ways to reward your team. Here are some examples:
Remember: the best incentives don’t just give sales reps something to chase, but also motivate them long after they’ve received the prize. The right rewards will inspire hard work to close deals faster and ultimately bring in more revenue.
In general, sales professionals are a competitive bunch. Gamification, or using ‘games’ to incentivize employees, has seen a rise in popularity in recent years. Gamification provides a sense of fun that is often missing from workplaces. For competitive personalities gamification is an effective motivator.
Keep in mind: gamifying your sales business will only be effective if every member of your team feels that they can “win”. For example, less seasoned sales reps may grow discouraged if they see no path to outperforming their more experienced colleagues.
The best solution? Implement a team-based system where you group together sales reps into small teams competing against each other. The benefits to this strategy are substantial: your sales reps will become closer to each other as they work together to top the leaderboard, and the spirit of competition will increase overall motivation.
When goals seem far away, sales reps can lose motivation and fall into a slump. To avoid this problem, set small goals – weekly and even daily accomplishments – along with your long-term ones.
If your sales reps have something to work towards every day, their motivation will be less likely to flag. You can reward them for hitting these daily or weekly goals as well! Even minor gestures will go a long way to show your appreciation and keep your team motivated.
Sales reps, like most employees, want to have a clear picture of where their career is going. This is particularly important in the sales industry. In fact, research shows only 39% of salespeople intended to go into sales in the first place (source).
If you don’t outline the great career opportunities they can grow into, your team members may become disinterested and skeptical that there is any purpose to their productivity.
Every sales team is made up of individuals with unique personalities and goals – and therefore, no two teams are the same. Motivation strategies that work for one team may not work for another, and vice versa. Luckily, there are many methods you can try out that won’t cost you much – all they take is the right attitude, effort, and understanding of your sales team.
Listen to your sales reps and learn what motivational tools they respond to best. Not only will you increase sales productivity, but you’ll have created a more pleasant, inspiring environment for your team.
This article was contributed by ZoomInfo. Download ZoomInfo’s eBook for a number of cold calling tips & tricks to help you increase your connect rate and generate more leads to fuel your funnel!
Sam Holzman is the Content Marketing Specialist at ZoomInfo where he writes for their sales and marketing blog. ZoomInfo offers the most accurate and actionable B2B database to help organizations accelerate growth and profitability. The continuously updated data enables sales and marketing teams to execute more effective marketing campaigns and improve lead generation efforts. Visit zoominfo.com for more information.
Sam Holzman is the Content Marketing Specialist at ZoomInfo where he writes for their sales and marketing blog. ZoomInfo offers the most accurate and actionable B2B database to help organizations accelerate growth and profitability. The continuously updated data enables sales and marketing teams to execute more effective marketing campaigns and improve lead generation efforts. Visit zoominfo.com for more information.
More than 360,000 sales pros build their skills with Sales Gravy each week!