Schedule Regular Meetings
Instead of only meeting with sales reps when they’re underperforming, schedule regular meetings to focus on what they’re doing well and where they can improve. Use this time to let them ask questions or address any concern they have about a particular client or process. Having a one-on-one meeting scheduled regularly lets the sales rep know that they’re not just out on their own and that they can always ask for help and feedback when they need it.
Give Them Tools
Oftentimes, many common sales demotivators like lack of leads, complicated sales processes, and time-consuming tasks can be eliminated by adding a powerful sales automation tool. Make your sales rep’s lives easier by providing them the tools necessary to get their jobs done efficiently and effectively. Are your sales rep’s laptops or phones outdated or slowing them down? Upgrading that technology can increase sales rep productivity and happiness.
Review Quotas
Take some time to review your sales team’s quotas. If no one is able to make their quota then it will actually demotivate your sales reps to sell more. The quota should set the bar high, but at the same time, it should be attainable. Reconsider putting caps on commission and reevaluate where the market is at and then adjust commission levels accordingly.
Incentives
Another great way to motivate your sales reps on a monthly, weekly, or even daily basis is to offer incentives. This can include a day off, gift card, gym membership, company outings, and even trips for top sales reps and their families. Many sales reps are motivated by money, but having these tangible incentives throughout the year will actual help motivate sales reps to reach their annual goals.
Internal Recognition
Don’t underestimate the power of recognizing a top sales rep either publicly or privately. If a sales rep is performing really well, then don’t wait until their yearly review to congratulate them. Congratulate them publicly in front of colleagues or send out an email to the team congratulating them on their hard work. Or you can personally call them or send them an email to congratulate them. This is a good way to motivate sales reps without having to spend a lot of money or resources, but can still have the same, if not more effect on their morale.
A motivated sales team is the key to attaining your revenue goals and retaining sales reps. Use these tips to find out what motivates your sales team.
