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What's the Best Way To Motivate Your Sales Team? - Lewis Robinson - Blog

What's the Best Way To Motivate Your Sales Team?

Motivating a sales team can be challenging but the payoff is well worth the effort. Increased revenue for your business, higher morale, and better employee retention are just some of the benefits. As a leader, it is up to you to find the winning combination of efforts that lead to a happy, successful sales force. There is no one-size-fits-all strategy, but there are proven methods to consider implementing.


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One of the oldest and most effective motivators is to offer sales bonuses. Money can be a great incentive to increase performance, but you need to have a carefully thought-out compensation plan if you want to maximize your team's achievements. What the bonuses are based on and how you will calculate them are just two of the basic questions you will need to answer before rolling out a financial reward system.

Keep in mind that no amount of money will make up for poor management. A negative work environment in which people feel uncomfortable or unappreciated will have them looking for the exit no matter how attractive an occasional bonus may look.


Set Them Up for Success

Before you can expect your sales team to perform well, you need to make sure they have all the necessary tools for success. Set clear expectations with well-defined goals so that no one has to guess what they are supposed to be doing. Evaluate your training and development program to make sure everyone has the skill set and resources they need. If team members are struggling in a certain area, find ways to provide refresher training or set aside extra time for some one-on-one coaching.


In addition to ensuring everyone has effective training, be sure to provide clear and ongoing feedback on performance. Whether you meet weekly, quarterly, or somewhere in between, provide honest and helpful input to each member of the team. If goals are not being met, develop a plan for getting back on track and express your confidence that they will be successful. A leader who communicates clearly and offers support when needed is incredibly motivating.


Demonstrate Your Respect

As Aretha Franklin sang, "R-E-S-P-E-C-T, find out what it means to me." A true leader treats everyone with respect always. Communicating honestly and often is one way to show respect, as is listening deeply to others' ideas and concerns. Your team members will feel motivated to go above and beyond when they know they are not just a cog in a wheel but a valued contributor to a shared mission.


Another way to demonstrate respect for employees is to take the time to identify and recognize the unique skills and talents each one possesses. Whenever possible, find ways for people to utilize their special abilities in work projects and assignments. Being able to shine by having their uniqueness spotlighted and appreciated by others can be a great motivator for team members.


Along those same lines, be sure to celebrate achievements, big and small, every chance you get. Check out some tips for creating a culture of appreciation and put some to work for your team. On the flip side, when something goes wrong, as it inevitably will, speak privately to the people involved. Cheerlead in public, coach in private.


Lead With Integrity

At the end of the day, motivating your sales team comes down to one person, you. Model the behavior you want to see from your employees. People can see right through insincerity and hypocrisy, so if your actions do not match your words, you will not be trusted. To lead a successful team, you must step up as the role model for everyone.


Inspiring your sales team to excellence requires a combination of strategies, some financial, some interpersonal, and some internal. By providing incentives when appropriate, effective training and coaching, respect, and a little fun along the way, you can step to the forefront as the awesome leader of an outstanding team.

Publish Date: February 21, 2021 11:49 PM

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