So what can you do to motivate your teams and keep those impending summertime blues at bay? Here are three steps that really work.
1. Share success on a daily basis
A short daily team briefing can become very sweet indeed if you use it as an opportunity to praise people for a success from the previous 24-48 hours. If there haven’t been any sales, talk about the day ahead in upbeat terms to help the team envisage how it can be successful.
2. Introduce multi-tiered targets and corresponding incentives
Don’t be one of those sales leaders that focus their attention squarely on struggling team members while leaving their top performers to ‘get on with it’. Even the hardiest salesperson needs motivation, and will look for it with one of your competitors if you fail to give it.
To prevent your best salespeople flying the coop, introduce multi-tiered targets and incentives: the first set at traditional levels; the second as a stretch target for your teams; and the third for those in the highest performance echelons. Doing this, you’ll create a ladder for top performers to climb.
3. Make top performers your best practice role models
I’ve yet to find a successful salesperson who isn’t competitive, but this doesn’t mean they’ll flat refuse to share at least a few of their secrets with their peers. Organise a quarterly meeting (or more often if your team size allows), and get a top performer to present on a single aspect of their sales technique that they’re particularly proud of.
This will not only give them an opportunity to showcase their successes – motivational in itself – but will also have the benefit of giving other colleagues handy hints and tips about what really works with your customer-base.
By Lorna Leck, Managing Director of The Sales Activator® Ltd. For further learning why not try the Sales Activator's eLearning course 'Winning Presentations'? It is designed to benefit all levels in Sales and Service, and is packed with useful tips and exercises to help you deliver a high impact presentation. ‘The Art of Closing’ is written by Lorna Leck.