HOW TO INSPIRE YOUR SALES TEAM
Sales success across the board is often driven by motivation. Whether it’s as a team, or from individual people within your business.
An optimistic culture is important, but what is even more important is keeping your team truly engaged and interested to add benefit to your company and sell your services. But, how do you do that on a consistent basis?
As a Sales Leader, you have a responsibility to do just that - lead. To reap the results, it’s all about injecting the enthusiasm while supporting each individual to get the very best from their skillset.
Create a positive culture
If people don’t like the company they’re working for, they won’t be inspired to work hard for it. A culture that is centered around employee wellbeing and support is a culture that promotes productivity and dedication.
Here’s a few examples on how you can do that:
Proactively share the company’s missions and values with the team and how it benefits them
Discourage unhealthy competition and conflict between coworkers
Conduct regular catchups to check in with your sales staff and anything they’re struggling with
If you want your sales driven, put your people at the forefront. Ensure they have the tools to really succeed as individuals, you will thrive as a business overall.
See here for 4 practical ways to create an engaging work environment.
Be honest and CELEBRATE WINS
If you want your sales people to fully immerse themselves and show full dedication, you should implement a culture of honesty.
No one wants to be surrounded by secrecy and hidden career progression. When you do notice a positive change - show it, and get everybody in the business excited about their accomplishments.
Ensuring your staff always knows what they’re doing well and what they can work towards gives them a clear understanding of their progression - motivating them to continue because they know a reward is coming.
ENCOURAGE COLLABORATION
Make your employees feel comfortable to ask you and their colleagues for help with new business. For instance, if specific people are high-flyers when it comes to landing deals, get them to share the different ways they approach cold calls, emails, campaigns, and call scripts.
Encourage employees to partake in BD sessions so they can learn from one another and be inspired. Why? Because 86% of employees and executives recognise lack of collaboration and ineffective communication for workplace failures (Pumble).
Sales environments can be brutal, but only if you allow it to be. A business won’t thrive and employees will lack motivation if only a few people are soaring and there’s constant animosity between coworkers.
Ask people how they want to be managed
This might ruffle a few feathers…
Everybody is different and one-size does not fit all. Assuming your management style will motivate every employee will lead to problems down the line. By holding regular 1-2-1 catch-ups - 10 minutes every week - you can gage how a person is moving forward, then set clear objectives and goals together.
If an employee feels understood and listened to, you’re naturally building trust and supporting them to keep pushing for success.
Offer rewards that people actually want
Unfortunately, free fruit isn’t going to keep people excited forever.
They want to know that the hard work and results they bring is recognised. During appraisals, it’s a great idea to ask your staff what “recognition” looks like to them.
It might be a bottle of gin, it might be an shout out in front of the entire team, or it might be a voucher from their favourite retailer. This reinstates the positive culture of your company and encourages people to stay - and if word gets around, want to join.
- Written by Shannon Matthews
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