The 5 Secrets of Motivating Your Sales Team
The 5 Secrets of Motivating Your Sales Team
When asked what to do, I tell them there is only so much they can do because true motivation comes from within -- in other words, each member of their team is already motivated. There are, however, 5 things you can do to get the most out of your sales team and keep motivation and morale high. Here's what they are --
#1) Make your monthly revenue goal, and each rep’s part of that goal, crystal clear. I'm sure you have a monthly revenue goal, but does each member of your sales team know what their specific part of that goal is? (Hint -- it's not all equal). Recognize that some reps will produce much more of the overall goal than others, but also make sure each one is clear on what their part of that overall goal is.
#2) Individualize the bonuses or prizes. The problem with most bonus programs is that as soon as they are released, over one-half of the sales team knows they can't win so they are more discouraged than encouraged to produce. Customize each rep’s bonus based on their individual production goal. This ensures every body has a chance to win and thus will be motivated.
#3) Get out of your office and close some deals. Most managers are way too busy in meetings, or reporting, or just plain hiding out to be really effective. Remember one thing -- as the manager, you are the leader. And leaders lead by example. Want to motivate your team, make your numbers, and create real value for yourself? Go onto the floor and close business for some of your sales reps and help them make their revenue goals. This is the most important thing you can do not only for your bottom line, but for your team’s motivation as well.
#4) Invest $100 in a couple of trophies. The best money you'll ever spend -- make one a “Weekly most improved" or “Best effort" and hand it out each Monday morning. Each winner gets to keep it on their desk that week. The other trophy can be either “Most deals," or “Most new clients" or whatever other category everyone has a chance to win (as long as it is revenue related). Again, hand it out in your Monday morning sales meeting, and each week the winner gets to keep it on their desk. Rule #1 in motivating: recognition among peers is almost always more important than money.
#5) Have some fun! Go to a toy store and buy one of those beanbag tosses, and after lunch on Friday make some teams and have some fun playing as a team. Tack on $50 for good measure and watch the competition and fun build your team and dissolve stress. This works – try it!
So there you have it. Inexpensive, proven techniques to build morale, motivate and make more money.
Want a bonus? Invest in and give each member of your team a copy of my new CD series , “The Secrets of the Top 20% - How to Double Your Income Selling over the Phone." That alone will turn some of your sales reps into Top 20% producers and then they will forever be motivated from within -- the ultimate motivation!
The 5 Secrets of Motivating Your Sales Team - To learn more about this author, visit Mike Brooks's Website.
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Motivation seems to be one of the toughest areas to get a handle on. Many managers tell me that some of their reps are already motivated and don't need their help in that area (usually the Top 20%), but that the majority seem to need constant motivating, mentoring, counseling, or out right babysitting. Sound familiar?
When asked what to do, I tell them there is only so much they can do because true motivation comes from within -- in other words, each member of their team is already motivated. There are, however, 5 things you can do to get the most out of your sales team and keep motivation and morale high. Here's what they are --
#1) Make your monthly revenue goal, and each rep’s part of that goal, crystal clear. I'm sure you have a monthly revenue goal, but does each member of your sales team know what their specific part of that goal is? (Hint -- it's not all equal). Recognize that some reps will produce much more of the overall goal than others, but also make sure each one is clear on what their part of that overall goal is.
#2) Individualize the bonuses or prizes. The problem with most bonus programs is that as soon as they are released, over one-half of the sales team knows they can't win so they are more discouraged than encouraged to produce. Customize each rep’s bonus based on their individual production goal. This ensures every body has a chance to win and thus will be motivated.
#3) Get out of your office and close some deals. Most managers are way too busy in meetings, or reporting, or just plain hiding out to be really effective. Remember one thing -- as the manager, you are the leader. And leaders lead by example. Want to motivate your team, make your numbers, and create real value for yourself? Go onto the floor and close business for some of your sales reps and help them make their revenue goals. This is the most important thing you can do not only for your bottom line, but for your team’s motivation as well.
#4) Invest $100 in a couple of trophies. The best money you'll ever spend -- make one a “Weekly most improved" or “Best effort" and hand it out each Monday morning. Each winner gets to keep it on their desk that week. The other trophy can be either “Most deals," or “Most new clients" or whatever other category everyone has a chance to win (as long as it is revenue related). Again, hand it out in your Monday morning sales meeting, and each week the winner gets to keep it on their desk. Rule #1 in motivating: recognition among peers is almost always more important than money.
#5) Have some fun! Go to a toy store and buy one of those beanbag tosses, and after lunch on Friday make some teams and have some fun playing as a team. Tack on $50 for good measure and watch the competition and fun build your team and dissolve stress. This works – try it!
So there you have it. Inexpensive, proven techniques to build morale, motivate and make more money.
Want a bonus? Invest in and give each member of your team a copy of my new CD series , “The Secrets of the Top 20% - How to Double Your Income Selling over the Phone." That alone will turn some of your sales reps into Top 20% producers and then they will forever be motivated from within -- the ultimate motivation!
The 5 Secrets of Motivating Your Sales Team - To learn more about this author, visit Mike Brooks's Website.
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 The 5 Secrets of Motivating Your Sales Team
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Dianne CramptonDianne Crampton is an executive leadership coach, team consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. - Visit Dianne Crampton's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Dr. John OdaJohn Oda Ph.D NLP is a business peak performance expert, an author, and speaker frequently called upon to provide corporate training, workshops and seminars for many companies in the United States. He is an expert in coaching sales and business professionals in overcoming the behaviors and obstacles that may impede their sales results and affect their bottom line. Since 1995, John has created a speaking bureau such topics, which include: time management, sales training, human diversity, leadership programs and etc. He provides companies with a strategic plan to increase their bottom line by over 25 percent yearly. - Visit Dr. John Oda's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Michel NerayMichel Neray has over 25 years of experience as an award-winning copywriter, an Internet pioneer, a tradeshow pitchman and a senior sales and marketing executive. An online pioneer, he was one of the first marketing professionals to embrace the Internet by building websites as early as 1993. In 1994, Michel co-authored a book entitled "The Great Crossover: Personal Confidence in the Age of the Microchip", which made it to Jack Canfield's Achiever's Recommended Reading List. Michel founded Portfolios.com in 1995, the world's first online source directory for creative professionals and one of the first websites based on community generated content. Since creating The Essential Message in 2003, Michel has helped thousands of independent professionals and entrepreneurs as well as growing corporations find a better way to differentiate, position and brand themselves. In 2005, his chapter "Everything Starts With A Conversation" was selected as the lead for the book, "Sales Gurus Speak Out" and re-published in 2008 for 'Awakening The Workplace Volume 3'. He is also a co-author of "In the Company of Leaders" (2008) with 40 top North American leadership experts. - Visit Michel Neray's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) Jay Kubassek is a Canadian born entrepreneur, internet marketing genius, professional speaker, international real estate developer/investor, executive film producer, extreme sport enthusiast and a passionate supporter of several charities worldwide. In 2007, Jay's vision and dedication to help other entrepreneurs and business owners duplicate his marketing success led to the creation of his fourth company CarbonCopyPRO, an internet marketing firm already worth over 15 million dollars that has over 20 employees and contract workers with clients is 12 different countries. Jay resides in NYC with his girlfriend Jamie, three year old son Milo and dog Cooper. As executive producer he recently premiered his first film in the 2008 Cannes Film Festival. As an adventurist he is racing the 2008 Baja 1000 off-road race and is a member of the 2008 U.S. National Elephant Polo Team, The New York Blue who will be representing the US in the 2008 World Championships in Nepal. Visit Jay's Blog: www.JayKubassek.com - Visit Jay Kubassek's Website |
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 Mike Brooks (Visit Mike's Website) Mike Brooks is president of Mr. Inside Sales, a Los Angeles based inside sales consulting and training firm that teaches companies and sales reps how to become Top 20% producers. Author of, "The Real Secrets of the Top 20%" (Amazon.com), Mike is hired by sales excutives to teach and train their reps how to reach decision makers and close more business. If you do business over the phone, either setting appointments or closing sales, then call Mr. Inside Sales today: (818) 999-0869! Mike specializes in working with business owners who have under performing outbound or inbound inside sales teams either business-to-business or business to consumer. He offers FREE Closing Scripts, and a FREE audio program designed to help you double your income selling over the phone. If you want to close business like a Top 20% Producer, then learn how at: www.MrInside Sales.com If you found this article helpful, then you will love Mike’s new book: “The REAL Secrets of the Top 20% - How To Double Your Income Selling Over the Phone.” You can read about this by clicking here: www.mrinsidesales.com/bookmar keting.htm
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