Motivating your sales staff
Build trust with your team.
Do your sales staff feel like they are an active and contributing part of the team? It will motivate them to work smarter when they feel they are listened to and when they feel like their efforts are noticed. Running your business in a transparent way will yield results. This minimises the chances of your staff feeling you are hiding things from them or you are perceived as being deceptive. Encourage them to become part of your growth and celebrate in your triumphs as well as letting them help you reflect on your downturns.
Always remember that your staff are human, they have personal lives and family which can sometimes affect their performance. Take an active interest in what is going on where possible so that you can act fast in keeping your staff happy and healthy. With a positive outlook on life, their performance will be enhanced.
In some cases it may be beneficial to develop a company culture which is a reflection of what your organisation stands for, and as the voice of your business, your employees are key to ensuring that it succeeds. By providing a work environment that your staff will enjoy spending time in, it can help to improve their performance each and every day.
Clearly define your goals so your sales staff are driven to achieve.
While it may be relatively straight forward to set a dollar target, it can be harder to break this down into unit types, bundles, vertical market sales and the like. I will assist to translate a figure into something a sales person can understand and believe they can achieve.
Reward Performance.
Many pay plans actually inhibit performance, or reward the wrong behaviours. Whether you want to offer salaries, wages, retainers, bonuses, commissions or a combination, I will walk you through the upsides and downsides of each pay plan.
