Outside of money, which is not always the prime motivator in today’s sales world, according to surveys, what can management do to keep a sales team motivated? Here are five tips that will help you give your employees a feeling of respect, sense of accomplishment, and the recognition they deserve. Those are the prime motivators in today’s sales environment.
=== Get Them Involved
Your sales team is a critical asset for more than just the revenue they bring in. They are also your direct connection to the customer and as such, can provide some of the most useful information your company can use for product development, service honing, and more. If your sales team is involved in the process, start to finish, and understands the direction and goals of management, they will provide invaluable input and can contribute significantly to the company.
Sales and marketing should be involved in product development from the early stages and should be well-versed in the full suite of what the company does. Teams that understand financial constraints, for example, are far more likely to work around and with them than are teams kept in the dark. This leads to communications.
=== Communicate Openly
Whether good or bad, your employees should be well-appraised of the business’ situation. You trust them with the day-to-day operations and in keeping your business alive, so you should be able to trust them with knowing how well (or not so well) your business is doing. During the bad times, for example, employees who understand the situation through open and honest communication with management are less likely to jump ship for greener pastures than are those who learn of the troubles through back channels and rumor.
This communication extends to all aspects of the business. Your employees can provide valuable input and your sales team, as mentioned, has close connections with what matters most to your business: your customers. Use these resources.
=== Give Them the Tools They Need
This communication extends into their work. Employees need tools to get their jobs done. Make sure they have them. Many sales teams and their support staff are hobbled by lack of resources or inadequate tools for their jobs. Get them the tools they need and they will use them to give you success.
=== Focus On Performance
One of the most valuable tools you can offer is performance evaluation. Don’t evaluate employees based on whether or not they punch the clock at the right times or take their lunches too seriously. Evaluate instead on whether or not they’re getting the job done effectively, are boosting morale and camaraderie in the workplace, and are otherwise contributing positively to the organization. A secretary who keeps others happy, goes above and beyond the call of duty, but takes long lunches is a better resource than one who barely does her job, but shows up right on time every day.
=== Set Goals That Motivate Through Challenge
Finally, and perhaps most importantly, give your sales team goals that they can achieve, but will have to work for. Easy goals are nice and may seem to boost morale temporarily, but they are negative in the long run as they sap the one thing your team needs most: motivation. If the goal is too easy, the motivation evaporates and they go into a dangerous “maintenance” mode of working. It’s far easier to fall into a rut than it is to climb out of one. Give your team strong, difficult, but achievable goals. They will love you for it.