The main objective of any business organization is to secure profits — the more profits, the better and there is only one way to achieve this — increase the number of sales. As a sales manager, it is your responsibility to motivate and boost the morale of your entire sales team. Keep in mind that of all the people in the organization, the people who are in the front lines are the ones who need the motivation the most as they are the ones who bring business to the company.
Here’s how you can motivate your sales teams:
- Include your team in goal setting. Include your team in the process of setting sales goals and make them feel accountable in reaching these. You can meet with them at the start of the month and discuss how many exact sales you want them to make for the entire month. Ask if they have any questions or suggestions then seek for agreement.
- Proper training. Your sales team will be most likely to feel confident in transacting with customers if they possess skills that are needed in closing a sale. Conduct several trainings on building product value, customer service skills, communication and persuasion skills, handling objections, presenting rebuttals, and negotiation skills.
- Product knowledge. Your sales team must have in-depth knowledge on products and services that they are selling. Conduct seminars where these people will be able to get to know the company’s offerings inside out. Tell them how the products were made, their limitations (if any), their selling points, and the benefits that they offer. When your sales team knows these information, they can easily create a need for your products or present them as the most appropriate solutions to the problems being faced by your customers.
- Reward system. There is no better way to motivate your team to secure more sales than rewarding them for their efforts and contribution. Launch an employee reward program where top sellers will be recognized and will be given exciting prizes and rewards. For best result, I recommend that you involve your team in conceptualizing the reward program.
You can send them a survey to determine the items or rewards they would like to get. They may want monetary rewards, vacation packages, gadgets, etc. Go with the vote of the majority. Since these people will have the chance to get what they really want, you can bet that they’ll try their hardest to make as many sales as possible.
By Melanie Nash