Motivating Salespeople in Business
It’s no secret that salespeople are the lifeblood of any business. Without them, they would not bring in new customers or generate revenue. Therefore, businesses need to find ways to motivate their sales staff and keep them productive. In this blog post, educator Jonathan Osler discusses how businesses can do just that. He provides several tips that will help any business get the most out of their sales team.
1. Set Clear Goals:
One of the best ways to motivate salespeople is to set clear goals. This means establishing what the business wants from the sales team to achieve and then putting in place a system that measures their progress. Salespeople need to know what they are working towards and how they can improve their performance. An excellent way to do this is by setting measurable goals, such as increasing revenue by a certain percentage or acquiring a certain number of new customers.
Another way to set practical goals is by using SMART criteria: Specific, Measurable, Achievable, Relevant, and Time-bound. Jonathan Osler says, “Without specific, measurable goals, it’s difficult to determine whether a salesperson is successful or not. By setting SMART goals, you can help your salespeople achieve their targets while also monitoring their progress.”
2. Offer Incentive:
Another way to motivate salespeople is by offering them incentives. This could be something as simple as providing a bonus for hitting specific targets or giving employees a gift card or other reward for reaching their goals.
However, to be effective, incentives need to be relevant to the individual employee. For example, if an employee is motivated by money, awarding them a cash prize would be the best incentive. However, if someone is more driven by recognition, giving them public praise or putting them in the spotlight might be better.
It’s also important to change up the incentives on occasion. If employees feel like they’re always getting the same rewards, they may become less motivated over time.
3. Providing Feedback:
One of the best ways to motivate salespeople is to provide them with feedback. This could involve giving them regular updates on their progress or giving feedback after each sale. Salespeople need to know what they are doing well and where they can improve to continue being successful.
It’s also essential to be honest with the employees. If they are not meeting expectations, it’s better to tell them than have them continue down a path that will only lead to disappointment. Providing constructive feedback is one of the best ways to help someone improve their skills.
4. Developing Skills:
To be successful, salespeople need to develop their skills continually. This means taking the time to learn about new products and technologies and learning how to sell them effectively. Sales training is an integral part of this process and should be offered regularly.
Businesses can also help their sales team by providing access to resources such as eBooks, whitepapers, and case studies.
Sales motivation doesn’t have to be complicated, and these tips should help. Businesses can help their salespeople achieve their targets while keeping them motivated and inspired.