As a business owner, one of your biggest challenges is keeping your sales team motivated and productive. Sales can be tiring. It takes a lot out of you. It requires that you give your best every day to see results. So how do you keep your sales team motivated?
People have studied this for many years to increase their sales numbers. How do you keep your sales team going day after day and producing on a level that is increasing your revenue? What does it take to close the sale on a more consistent basis?
We came up with a few tips that might help do that while offering some tools that will help you get there faster. We hope you will benefit from these ideas and resources.
Use better HR Talent and Recruitment tools
One thing you can do is to start at the front end. By implementing better HR and talent acquisition instruments, you can get better sales people. This will guarantee that you are getting people who want to do the job and who have the sales skills you need.
Offer incentives for a job well-done and for superior sales performance
Basic psychology teaches us that people will do more if you offer them more for higher levels of performance. Learning Processes is a course often taught in secondary education that deals with the effects of positive reinforcement on the average child in school so that teachers can learn how to get them to reach higher levels of learning. Sports Psychology is an entirely different field of Psychology that deals with the winning mind set that sports heroes have.
All of this can also be applied to the sales force. By setting very distinct and specific goals for your sales staff and offering incentives, you can create a motivated sales team that never quits.
When implementing a positive reinforcement or reward plan for your sales team try these tips:
- 1. Set the goals high enough to motivate them but low enough to reach.
- 2. Gamify the process by creating a healthy sense of competition.
- 3. Find out early what it is that people want for the prizes.
- 4. Consider giving variable rewards (unpredictable) and at different times to create a sense of surprise.
- 5. Have regular weekly sales meetings to see how they are progressing and who’s in the lead.
Run a contest to see who can meet the challenge as you raise the bar
To carry the sales goals idea a bit further, also include a competition. The content should probably feature a reward or incentive that is more desirable than the standard incentives. So plan a budget for it and make it something big such as a trip or a relatively large monetary prize. Everyone loves money. But the key is to have your sales team fill out a card at the beginning of the sales campaign putting down their favorite things to win. Then you can choose from these. Remember, you can only increase motivation if you promise the winner something they actually want.
Give them skill-based assessments.
One way to determine where the members of your sales team excel the most is to give them an assessment based on their skills. These assessments should also be gamified and not dull and mundane. If you just create a basic survey or test from an online survey site, you may defeat the purpose. The idea is to make the entire process fun. Even the assessment part should be viewed by the test-taker as something that is going to help them do a better job, reach their sales goals, and make more money.
Create a customized assessment.
Don’t settle for just any type of assessment. To dig in and find an assessment that will work to motivate your sales team, you need to ask the right questions. The test should also be based on identifying the very type of behaviors that you want to encourage.
Sales qualities you may want to assess include:
- Assertive, positive tone in communications
- Good follow-up techniques
- Closing the sale
- The Assumptive Close
- Overcoming Customer Objections
- Getting repeat business
All of these qualities are considered qualities that good salespeople often possess. If you can determine the level of skill your sales team has in these key areas, you will increase their ability to better carry out their job as a sales team member and to improve in the specific techniques that make a sales team successful.
Another thing you should do to help sales members know where they are at regarding their progress is to keep careful records and document their progress. You can do this a variety of ways. One of these ways is to create an infographic or sales chart of their progress in some tangible form. In our digital age, this does not have to be done on paper anymore. Instead, you could create a digital document or record that you could track over time. If it is kept on a sky drive or online, you could refer to it again as the employee improves and show them how far they’ve come. This can give them the extra encouragement they need to excel to new levels.
If you plan to hold contests or use gamification in your sales training, you could utilize competitive assessments to increase engagement among your sales representatives. These assessments focus on the key skills you want to encourage while creating a fun and friendly competition within the setting that you are assessing them.
Creating appraisal assessments for your sales team may also be beneficial when you are trying to foster a sense of improvement in their sales results. Appraisal assessments allow you to evaluate their sales performance in a more valid way than just subjective guesswork. It also gives you a way to document their improvement to determine raises or other incentives.
These tools can be found on our website at http://testofy.com.
From HR and talent acquisition tools to documentation tools, appraisal, and competitive assessments, we have a full library of online testing and assessment tools. They can also be customized by you to meet the needs of your business and sales goals. This gives you ultimate control of your assessments, while not having to worry about the online maintenance and grading process. We do all of that.
The idea behind Testofy is to allow businesses, schools, and HR to create assessments that are specifically tailored to meet their needs while leaving the details of scoring, evaluating results, and mass testing to us.
We enjoy helping businesses reach their goals by providing a full range of assessment tools that cater to the changing needs of your business by tapping into the online assessment model. This allows you to do things you just can’t do in the real world such as:
- Testing large numbers of people at once
- Storing data from past assessments in a secure location
- Allowing for complete security and validity of results
- Taking the human element out of the scoring process to omit bias
- Allowing the administrator of the test to custom-design it themselves
If this sounds like something you could use, contact us at Testofy.com today and let us show you how having these tools will help you utilize the resources you need to keep your sales team motivated and productive.
Because if your sales are lagging, you should be looking to your sales team. If you can improve that, you’ll also improve your bottom line and your return on investment.