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7 Tips for Motivating Your Sales Team
November 27, 2018
Motivating-Sales-Team

7 Tips for Motivating Your Sales Team

Your sales team is a critical component of your company. Without a motivated team, you won’t be able to make money and grow your business. In fact, they’re so critical that U.S. companies spend $800 billion each year on sales force compensation, which is three times more than they spend on advertising. Therefore, if you’re going to make a large investment in your sales team, it’s important to keep them motivated.

In this post, we’ll provide seven tips for motivating your sales team, so they can be effective and confident.

How to Motivate Your Business’s Sales Team

1. Host Sale Contests

Research from the Association of Psychological Science found that competition intrinsically motivates sales people. There’s an innate desire to be the best, which is why many companies. hold sales competitions to inspire their employees. You can run monthly or quarterly contests for your sales department, with a reward for the highest-performing person or team. If your employees are interested in the prize, they’ll likely work harder to make more sales!

2. Plan Team Bonding Events

Team bonding events can bring your sales team together by encouraging collaboration, while also having fun . At these events, you can can help your employees build vital communication skills and forge a healthy sense of competition. Hubspot recommends doing fun activities with your sales team, like joining a softball league, bowling, or trying an Escape the Room activity. If you want to add an element of corporate responsibility, they suggest volunteering together, or adopting a family in need to support during the holiday season.

3. Provide Free Food

A new study by Seamless found that U.S. workers are motivated by food. In fact, 60 percent of those surveyed said that they would feel “more valued and appreciated” by having company-provided food around the office, and more than 50 percent said free lunches would “strongly influence” them to accept a new job offer. If you’re budget isn’t that large, then you could provide lunch for your team one day each week or provide small snacks in your office kitchen. A step in the right direction will provide a motivational boost!

4. Focus on Your Company Values

Do you have a young sales team? Well, it’s important to remember that millennials want to find purpose in their work. In fact, The Society of Human Resource Management (SHRM) found that 94 percent of millennials want to use their skills to benefit a cause, and more than half want more company-wide service days. By keeping your sales team engaged and fully supportive of the company’s mission, you can help them find value in their work. Your company values and core mission should be consistently communicated to the sales team.

To further encourage your employees, ask your sales manager to individually meet with each salesperson and explain how they play a unique part in affecting the company’s overall mission. By reiterating their purpose, you could inspire them to put in extra effort in their day-to-day responsibilities.

5. Get Involved

As a business owner, you can’t completely understand what it’s like to be on your company’s sales team, because you should be the leader. Still, you can show that you’re willing to roll up your sleeves by jumping on periodic sales calls and participating in the same work that your sales team does. This will make them feel understood, which in turn, will make them feel valuable.

6. Provide Public Recognition

While your sales team probably loves getting commissions and bonuses, it’s not enough. Many people are motivated by public praise and recognition. To do this, give recognition to members of your sales team when they achieve personal bests or reach their periodic goals. You could also acknowledge the top sales representatives each month in front of the sales staff or the entire company. Simply knowing they’ll get publicly recognized will be enough to motivate some of your sales staff to work harder.

7. Offer Training

Hubspot research found that 44 percent of salespeople rely on their managers for tips to improve and 33 percent use team training resources. When your sales staff feels competent in their abilities, they’ll be more motivated to sell. Due to this, you should offer sales training on a regular basis, so that your team can improve their skills and become more confident in their abilities to sell your company’s products or services.

In Conclusion: Every Individual is Motivated Differently

While every employee wants to be recognized for their hard work, different rewards will motivate each member of your sales staff differently, so it’s important to pay attention to what inspires them as individuals. While some people will want cash or large prizes, others simply want public recognition, positive reinforcement, or a flexible schedule. By learning what motivates each individual, you’ll become an effective sales leader and have a more motivated and successful team.

Fora Financial

Editorial Note: Any opinions, analyses, reviews or recommendations expressed in this article are those of the author's alone, and have not been reviewed, approved, or otherwise endorsed by any of these entities.

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Fora Financial is a working capital provider to small business owners nationwide. In addition, the Fora Financial team provides educational information to the small business community through their blog, which covers topics such as business financing, marketing, technology, and much more. If you’d like to see a topic covered on the Fora Financial blog, or want to submit a guest post, please email us at [email protected].
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