Sales team motivation is not a singular event. So often we think that events such as team parties, or compensation changes can bring the team towards more collaboration and better results. In reality, sales team motivation happens every day through leadership and management's execution of the little things. I say the "little things" but often the little things get lost in the daily production pressure and require a monumental change in order to create the required atmosphere or culture to yield daily sales team motivation. This is where solid Sales Management comes into play, or I refer to it as H.U.M.A.N.™ Sales Management. Last week I highlighted a few aspects of H.U.M.A.N.™ Sales Management. Here are a few more tactics to consider (for more detail on this topic listen to the On-Demand Webinar Video on our YouTube Channel).
- Clarity to Goals
- Training and Support
- Incentives and Rewards
- Celebration
- Positive Coaching = Positive Culture
- Team Empowerment
And always keep your eyes open for the common problems associated with a lack of H.U.M.A.N.™ Sales Management:
Health Review. An inaccurate pipeline is leaving production and operations in the dark for planning, inventory, and staffing needs. The sales team does not have a sense of common purpose or goal alignment. Account Managers are expected to be prospectors and prospects are expected to be account managers. A few things to consider: Better Account Management processes define prospecting time and focus on pipeline needs for new growth and growth from current customers.
Uncover Insights. What happens in the field tends to stay in the field. Time management sinks or floats a salesperson. Understand how time is spent in the field which involves an examination of the entire sales process. A few things to consider: Look at your tech stack's effectiveness, time management, and fieldwork coaching.
Maximize Opportunities. The metrics that are in place are not motivating or creating results. There is not a sense of urgency or unity towards a common goal within the sales team. A few things to consider: Revise your KPIs, draft a new sales model, and write individual sales plans.
Achieve Clarity. The sales team works independently and does not have a sense of unity or understanding of goals. A few things to consider: Clearly articulate goals and expectations, create team alignment through weekly huddles, and hold one-one genuine conversations more frequently.
Nurture Growth. The threat and cost of turnover are high. Consequently, leadership, management, and the team struggle to gain traction with internal & customer relationships. A few things to consider: Positive & consistent coaching, a caring/service mindset throughout, developing a recruiting funnel, and onboarding process.