subject: Energize To Optimize: Five Specific Ways To Motivate Your Sales Force [print this page] What motivates a companys sales force? This question is incredibly important, as many organizations across different industries know that a motivated sales force can impede or encourage a companys plans for growth.Its important to understand basic human needs, as well as a few tips and tricks that are necessary to sustain high motivation levels among sales staff. In order for a company to engage their workers and keep them motivated as well as increase the chances of them sticking around, sales motivation is crucial.Its also necessary for companies who want to keep their sales team performing at high productivity levels.No matter the situation, motivating sales force can be a challenge.
The first and foremost rule to motivating a sales force is to develop ways to thrive during times of constant change.This article discusses five specific actions designed to encourage peak performance from a companys most valuable resourceits employees.
Companies are putting increased pressure on their employees to work both long and hard.The reason for these stress-inducing policies includes corporate restructurings that have reduced layers of managerswithout reducing the amount of work these managers used to do, increased competition from other large, efficient companies and niche opportunistic companies, as well as new technologies that lessen job supervision. Associates need to be energized in order to step up and optimize their own performances.
Motivate Sales Force: Setting the Tone/Communicating the Message
Remember, communication is more action-based than words. If a boss comes in to the office out-of-sorts and then proceeds to walk into their office and shut the door without a hello or friendly greeting to anyone, how can he or she expect employees to answer the phone and greet customers/potentials that morning? The behavior demonstrated is the behavior to be expected.We are the message is a powerful motto.
5 Suggestions to Motivate A Sales Force
1.Set direction and motivate a sales force by writing quarterly mission statements.During this process, teams commit to the values they establish, and enthusiasm develops as departments formulate shared missions.By revising statements quarterly, energy and commitment is rekindled. Each individual has the opportunity to develop appropriate short-term goals.
2.Motivate your sales force by truly listening.Be open and inquisitive and receptive to ideasremind yourself that useful ideas and suggestions often come from customers, suppliers, competitors, associates, fellow employees, mentors, and trade groups.
3.Focusing on customer needs should be the driving force of your organization.A leader is more interested in serving customers then worrying about what the board of directors may think.
4.To motivate a sales force, articulate and circulate company mission and values.Once a year, deliver a speech to reinforce what your company stands for. One all-over mission statement is extremely useful for helping other units construct their own specific mission statements.74% of employees believe information sharing as very important, whereas only half of executives acknowledge this as something their associates want.
5.Just as a procedure manual offers rules, companies share their morals.To motivate sales force, empower employees to take initiatives. Remind your company who they are and what they doinfluence thinking and action more then procedures and manuals by storytellingthis strategy is a very effective management tool that works well at both small and large companies.
Learn more ways to approach sales force motivation and how your entire company can achieve high performance.
