How to motivate a sales team effectively? Sales teams are the pillars of many business. Therefore, it is essential to know how to motivate your sales staff constantly to continue developing you. This article from Sales Hacker can help you! It is very interesting thanks to the numerous advice given. Have a look!
“Motivation is the art of getting people to do what you want them to do because they want to do it.” – Dwight D. Eisenhower
Eisenhower might have been borderline Machiavellian in what he said; but there is truth in it, especially in the context of the workplace.
A motivated sales team achieves sales targets not because you told them to. They do it because they want to. There is personal gain from long hours, repetitive tasks, endless follow-ups and the struggle to close deals.
When a goal is reached, there is a sense of achievement that, in itself, is a good motivator.
The question is: how do you motivate your sales team and how do you keep them motivated?
While we will go beyond $, money as a motivator should not be overlooked. We live in a material world; and some people do look at money in their bank as a measure of how good they’re doing. Besides, the usual sales achievement tally is in terms of the dollar amount sold. A corresponding monetary reward is somewhat expected.
Most commission schemes are basic. Commission is computed based on revenue goals reached and the total sales value. This sort of commission scheme is easy to implement so it’s widely used.
However, it’s not really effective when you want to bring in big, long-term accounts, the kind of clients that have a huge impact on your bottom line. Motivate your team to go after these accounts by awarding bigger commissions for big accounts or repeat sales.
Another commission strategy to consider is offering monetary reward for other measurable efforts, such as:
You might even consider adapting a scheme implemented by Dan McGraw, Fuelzee’s CEO. His company offers $100 weekly to the salesperson with the most no’s.
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