A business is only as strong as its sales, and if your current sales motivation techniques aren’t quite paying off, it’s time to add in some new ideas. Any business, no matter how successful, can benefit from a strong sales force that is committed to helping the company move forward. Here are some ideas and how to make that happen.
Sales Motivation: Top 10 Keys
1. Sales training. If you have not officially put your staff through sales training, now is the best time to do so. You may not think that your industry requires much training, but it is the basics of selling that matter. Without this good foundation, no team will be as capable as they should be.
2. Selling Techniques. If your sales training manuals were written more than five years ago, you’ll need to update them. Online marketing has changed the horizons for companies and if your team isn’t trained in utilizing the latest methods, your company is missing out on this frontier.
3. Sales Performance Goals. It’s human nature to want to strive towards something, particularly if that goal is attractive. While it would be nice if your staff simply achieved high sales for the good of the company, the reality is, every sales person needs to have performance goals.
4. Strong Sales Motivation. In the secondary portion of sales performance goals, you’ll need to decide if you are offering enough motivation for your team. No one is going to want to put in extra hours to get a coffee cup, but offer them a Kindle or an iPod and watch your sales take off.
5. Tiered Systems Work. A tiered reward system is typically best for most companies. This gives every employee an attainable goal, whether they struggle to make sales or they have a natural flair for selling.
6. Stay on Top. If you don’t have a sales manager, you may want to think about hiring someone to take over this position. A team needs a cohesive formation where they know to whom they can turn. A manager can help with the grunt work, freeing you to manage your company.
7. Streamline Your Team. The economy has forced several businesses to streamline, and even if your company has not felt the pinch, now is a good time to evaluate your team. Members that aren’t producing should be given a chance, through proper sales motivation to add to the team. If they can’t they will need to be replaced.
8. Increase Sales Force. While it does cost more to have more employees, if you hire talented sales people, your company’s profit margin will support it. Team members can burn out, and if you don’t have enough staff on hand that is talented, this can put your company into a dry spell.
9. Consistent Sales Training. It doesn’t hurt to have your team go through training each year, or even every six months. Industries are always changing and your team needs to be aware of these changes and how to adapt their pitches.
10. Simple=Success. The true secret to sales success is a product or service that the public wants. Keep innovating, watch for downturns in interest on certain products, and keep moving your company forward.
Sales Force Success
The success of your company doesn’t depend on you, the owner, and it doesn’t depend on just the sales staff. If you want your business to take off, you have to have a team that will make that dream a reality, and each employee in your company represents that team.