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Guest post by: Stephen Potter Become an Author

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So, your recruitment team has been working around the clock to ensure your company has the best and the brightest salespeople on board. But now what? How do you ensure that your new recruits will continue to invest their full talents and energies into your companies? How do you keep your sales force motivated and passionate about working for you? While different people will be motivated by different things, there are some commonalities that you can look to. From personal experience, here are some tips I have learned.

First of all, before your salespeople even get started, you need to make sure they have a clear contract to look to, one that adequately defines their position and outlines their role. One of the simplest ways to motivate people is to make sure they know what their expectations are with your company. Of course they are going to fail if you haven’t even made clear to them what they are supposed to be doing for you.

Along with that is to make sure that your sales team knows they can approach you to clear up any confusion or deal with any concerns that may arise. Keeping an open channel of communication will do wonders for your business.

Another proven way to motivate your sales force is to offer sales incentives. While many companies already function on commission-based business, there are other incentives that could be offered to push your staff even further. Tickets to a special event could be given to the person who generates the most successful leads, while a day at the spa could be given to the team that reaches its goals the fastest. Implement a unique incentive or two and watch your sales grow.

While you might have hired the best and the brightest that are out there, there is nary an individual that could not use some extra training. And yes, training is often a great way to motivate your team. By providing workshops or seminars that focus on providing your staff with the tools they need to reach the goals that have been set, you will also be increasing their confidence to reach those goals. And, a confident worker is a more productive worker.

Finally, you need to lead by example. If you maintain a positive attitude and a passion for your business, then it is likely to spread on down through the entire company. Conversely, if you are negative about your chances for success, then so too will be your team, and then why would they want to continue working hard?

You might not be a natural born salesperson yourself, and that’s ok, not all of us are. But, you do need to be a strong leader. As such, one of your main tasks is to keep your sales force upbeat and excited about their work. Keep in regular touch with your team and find out what would push them to work even harder. Remember, only one-third of salespeople are motivated totally by money. It’s up to you to find out what drives the other two-thirds.

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