Everyone knows that motivation is a fleeting thing. One day you are pumped up and ready to meet your business goals, while others you find it hard to make it to the coffee room without giving up midway. If you are a sales manager, you’re not just in charge of your own motivation either. You also need to ensure the whole sales team is ready to meet its objectives with a smile on their face.
So, how do you pump up a team and get them motivated? Here are a few tried and tested strategies that will help you motivate a sales team to meet its targets and beyond.
Set goals to achieve
It’s much easier to stay motivated, when you have something to work towards. If your team doesn’t have clearly defined goals, people can start feeling less valued and think the work doesn’t have an impact. When you introduce goals – daily, weekly and monthly – you showcase the actual impact the person’s work has and it gives them something to aspire to.
Furthermore, the goals shouldn’t just be about having a target. You want to introduce some kind of reward at the end of it. This can act as a powerful motivator and push the team to better results. Indeed. Deloitte Touche Tohmatsu and International Business Machines Corp. are among some of the companies the Wall Street Journal reported to be using gaming elements as a motivational tool. If you get your sales team to compete against each other in a friendly manner, you ensure the whole team operates better.
What should the reward be? Well, the most obvious way is to motivate your team with money. This is about providing bonuses when the team or the individual reaches a certain target, for example. But financial incentives aren’t the only rewards you should use. Career advances are another powerful motivator. Not just in terms of promotions, but also by providing free courses, gifting industry-related books and taking the team to business seminars that help them learn new skills and build their career portfolio further.
Build trust and team spirit
Motivation is not just about the individual. If people around you are inspiring and you can trust on them to do the work, you feel like pushing forward harder and with more spirit as well. One of the most crucial ways of motivating your sales team is about creating the right team spirit – getting everyone to trust each other.
Creating trust is not easy and it all starts with proper communication. The team needs to be able to talk to each other and to have the option to voice opinions, even when they might be negative. Once you have good communication channel, trust begins to form – people know that dissenting voices are not rejected outright and things are talked through rather than wiped under the carpet.
Furthermore, you should opt for team-building exercises. These can be done in the comfort of the office, but you might also benefit from participating in activities outside of the office. Sites like Groupon also offer corporate events and team building activities, which are great for taking the team’s mind off from work for a bit and boosting the team spirit. If you utilise offers from HotUKSavings, your organisation doesn’t even need to spend a lot on the beneficial activity.
Sharing the results
Finally, you can build more trust and motivate the team further by being honest about the performance. If your team is aware of the results, then they are more able to reflect on their own performance. Knowing how well, or poorly, you are performing can be that extra incentive to move forwards.
Although it might seem insignificant and in some instances, impossible, to share all the information with the team, you can benefit from revealing as much as possible. By outlining the performance, together with detailed information (when, how, why, to whom and so on) about the sales results, you provide the team the tools to pick their performance apart as well. You aren’t just telling them what to do, but you are explaining the reasoning and helping them identify the key areas they need to improve upon. Personal improvement nor motivation can’t ever take place, if you don’t know what you need to improve in the first place. So, if you aren’t already measuring sales metrics and tracking results, you want to opt to use software like Accent Technologies to ensure your team knows enough about its performance.
Motivating a group of people is much harder than just providing them with a few inspirational lines by Churchill or Lombardi. You need to be able to inspire the team with tangible rewards, good team spirit and proper understanding of results. If you use the above strategies, you can boost the team’s performance and keep them more motivated to work harder to achieve the goals.